WealthTech on Deck is a show featuring meaningful conversations with financial services leaders. Our host, Jack Sharry, engages financial services executives that are solving specific challenges around fintech ecosystems and household wealth technology.
In this episode, Jack Sharry talks with Mike Capelle, Co-founder & Co-CEO of Modern Wealth Management. From his decades-long career in wealth management, Mike has experience building advisor-client platforms that drive continuous growth. He was part of the team that co-founded, scaled, and sold United Capital, a $25 billion RIA with 90 locations, to Goldman Sachs for $750 million. Jack and Mike discuss how Modern Wealth Management provides a full-service wealth management platform, including tax planning, estate planning, and insurance. They address the challenges and opportunities of integrating legacy systems and the importance of creating a replicable model for national expansion. In this episode: (00:00) - Intro (01:06) - How Modern Wealth Management reshaped financial planning (06:02) - How to serve clients (10:10) - The challenges and opportunities in acquisitions (16:17) - The future of the wealth management industry (18:56) - Mike's key takeaways (22:00) - Mike's interests outside of work Quotes "We saw the need in the market and the opportunity because we felt there was a shift from going to investment to planning, where there was much more alignment between the advisors and the client." ~ Mike Capelle "It's a great opportunity to really impact people's lives. They don't have all the resources to do everything they want. You have to help them understand what they want their future to look like, what things are important, and what trade-offs make sense to them." ~ Mike Capelle "We certainly recognize the opportunity with the industry, and not only do you have an underserved market of people across the country who are developing wealth, but needing help in how they manage it and how they use it as the engine to get to the outcome they want to." ~ Mike Capelle Links Mike Capelle on LinkedIn Joe Duran United Capital Modern Wealth Management Salesforce eMoney Advisor Doug Fritz Randy Lambert Connect with our hosts LifeYield Jack Sharry on LinkedIn Jack Sharry on Twitter Subscribe and stay in touch Apple Podcasts Spotify LinkedIn Twitter Facebook
In this episode, Jack Sharry talks with Randy Lambert, EVP and Head of RIA Solutions at Intention.ly. Randy shares how his experience scaling Orion informs his work helping FinTech and RIA firms streamline operations, align marketing, and enhance client engagement. He highlights the importance of eliminating silos, implementing intelligent automation, and transforming operations from a cost center to a strategic growth engine. In this episode: (00:00) - Intro (01:39) - Randy's journey at Orion (07:10) - The transition to Intention.ly (11:54) - Integrating marketing, sales, and operations (14:41) - Growing and scaling RIAs (18:43) - Bridging the gap between the marketing and operations (19:57) - Building a customer success model (22:40) - Randy's final thoughts (24:02) - Randy's interests outside of work Quotes "One of the weakest links in the technology chain is the advisor using the technology." ~ Randy Lambert "The better that an advisory team is able to systematize its operations, the better chance they have of being successful in scaling up." ~ Randy Lambert "When a firm's data is clean, structured, and fully integrated, technology stops being a barrier. It starts to become an enabler." ~ Randy Lambert Links Randy Lambert on LinkedIn Intention.ly Orion Advisor Solutions Eric Clarke Kelly Waltrich Tina Powell Joe Steuter Doug Fritz Connect with our hosts LifeYield Jack Sharry on LinkedIn Jack Sharry on Twitter Subscribe and stay in touch Apple Podcasts Spotify LinkedIn Twitter Facebook
In this episode, Jack Sharry talks with Ryan VanGorder, CEO at Opto Investments, about revolutionizing private markets for wealth managers. Ryan highlights how Opto's technology simplifies complex private market strategies, helping advisors deliver tailored, scalable solutions to their clients. They discuss the shift from institutional to retail access in private investments and the importance of guided intelligence, customization, and automation. Ryan also shares his passion for adventure racing, drawing parallels between endurance sports and business, emphasizing discipline, adaptability, and teamwork as core values shaping Opto's culture and approach to client success. In this episode: (00:00) - Intro (01:18) - Exploring Opto's mission and purpose (02:09) - Ryan's career journey and the founding of Opto Investments (06:33) - Building a business in the retail marketplace (11:14) - Transitioning from institutional to retail private markets (13:32) - Opto's approach to full portfolio analysis (17:35) - Future trends and innovations shaping private markets (18:48) - Ryan's key takeaways (20:13) - Ryan's passion for adventure racing and interests outside of work Quotes "At Opto, we're engineering the future of private markets with a focus on client outcomes and driving capital to the best ideas." ~ Ryan VanGorder "Opto is built and backed by operators who understand the potential in the private markets, not by AUM-focused mega funds or product pushers." ~ Ryan VanGorder "The winners in our space, particularly our market, will heavily invest in technology-based solutions and solving for transparency, scale efficiency, and flexibility. And you're going to do all that while delivering on your client's demands." ~ Ryan VanGorder Links Ryan VanGorder on LinkedIn Opto Investments BlackRock Joe Lonsdale Addepar Connect with our hosts LifeYield Jack Sharry on LinkedIn Jack Sharry on Twitter Subscribe and stay in touch Apple Podcasts Spotify LinkedIn Twitter Facebook
This week, Jack Sharry is joined by Ryan Eisenman, Co-Founder and CEO of Arch—a platform built to streamline and standardize private investment operations. With a strong background in private markets, Ryan shares how Arch is leveraging technology to make alternative investing more secure, efficient, and accessible. Ryan breaks down the key trends fueling mainstream adoption and explains how Arch is helping family offices, RIAs, and institutional investors overcome the operational hurdles that come with managing alts. He also shares his perspective on where the market is headed—and how platforms like Arch are unlocking access to a broader range of investors In this episode: (00:00) - Intro (02:13) – What Arch does and who it serves (03:29) – Ryan's journey: from Wall Street to startup founder (05:29) – Why alternative investments are booming (11:10) – The story behind Arch's growth (12:26) – What's fueling Arch's momentum (17:42) – Building with feedback: how Arch develops its product (19:22) – What's next for Arch and the alts market (23:20) - Ryan's interests outside of work Quotes "We want to unlock the ability to make, manage, and track alternative investments without the pain people are used to when they do make those investments." ~ Ryan Eisenman "To work at Arch, you have to love clients and love learning. We want to be doing this for decades, and the way you do this for decades is you invest in customers because customers can be the best advocates for you." ~ Ryan Eisenman "We're continuing to build the operations management automation tools that help people scale their alts businesses. And we're doing it increasingly in partnership with larger firms to support their offerings." ~ Ryan Eisenman Links Ryan Eisenman on LinkedIn Arch Fidelity Investments Goldman Sachs Morgan Stanley Charles Schwab Carta Stripes SpaceX Blackstone KKR Sequoia Capital SEI iCapital Connect with our hosts LifeYield Jack Sharry on LinkedIn Jack Sharry on Twitter Subscribe and stay in touch Apple Podcasts Spotify LinkedIn Twitter Facebook
This week, Jack Sharry talks with Brooke Elliott, Dean of Gies College of Business at the University of Illinois Urbana-Champaign. Brooke leads the college in developing a compelling, strategic vision while continuing to build upon its distinctive brand and identity. They discuss how the college empowers future leaders through transformative education, research, and innovation. Brooke shares how their purpose-driven approach is embedded in the curriculum, the impact of technology and AI in shaping this mission, and how experiential learning bridges the gap between classroom knowledge and real-world opportunities. In this episode: (00:00) - Intro (02:27) - Helping students discover their purpose (07:59) - Insights from students and alumni (09:25) - Inside the Gies College online program (11:41) - Lessons from teaching online (16:27) - AI's role in the future of education (19:55) - Will avatars replace faculty? (22:19) - The power of authenticity in teaching (24:42) - What it means to prioritize learners (26:43) - Brooke's interests outside of work Quotes "We want to create amazing leaders who move into business and really have an impact on their community, their state, and their nation." ~ Brooke Elliott "We really believe in expanding access to high-quality education. We serve individuals from all types of different backgrounds. And so, it's diversity in its very broadest sense." ~ Brooke Elliott "Our online programs were intentionally designed to be online. We did not take an existing program and move it to a remote environment. We started a new one and knew that we were going to offer these programs online and serve learners all around the world. And so, every single design choice was made with intention." ~ Brooke Elliott "Education is still the greatest investment an individual can make in themselves and an organization can make in their employee." ~ Brooke Elliott Links Brooke Elliott on LinkedIn Gies College of Business Aaron Schumm Vestwell Frances Frei Connect with our hosts LifeYield Jack Sharry on LinkedIn Jack Sharry on Twitter Subscribe and stay in touch Apple Podcasts Spotify LinkedIn Twitter Facebook
In this episode, Jack Sharry talks with Steven Miyao, an Executive Coach at Coaching Metta. Steven equips executives, entrepreneurs, and startups with the skills, strategies, and mindset needed for sustainable success. He helps professionals navigate career transitions, balance family and personal goals, and discover lasting fulfillment. Jack and Steven explore the challenges and opportunities of midlife career transitions, offering insights on how leaders can redefine their purpose and direction. Steven shares his coaching philosophy, the crucial role of understanding one's ‘why' before making a career shift, and how he helps financial services executives build a fulfilling second act in their careers In this episode: (00:00) - Intro (01:15) - What is Coaching Metta? (02:24) - Steven's career journey (06:15) - Steven's nontraditional path to financial services (08:19) - Why Steven shifted to healthcare (11:52) - Steven's coaching practice and the challenges his clients face (13:19) - Helping clients redefine their purpose (17:30) - Steven's coaching process (22:31) - The importance of authenticity in building trust (24:19) - Steven's key takeaways (25:30) - Steven's interests outside of work Quotes "The older I get, it's more important for me to see other people succeed than myself. It's just so gratifying when you see the impact that you have on others." ~ Steven Miyao "Most people are stuck in the hamster wheel, and they're running and running, but they don't even know why they're running. Oftentimes, it's because of the expectations that they have on themselves. But these expectations are often driven by society, their parents, or their peers." ~ Steven Miyao "A lot of us are going through this midlife. Whenever that point comes where you say to yourself, 'Is this really it?', it's important to take a break and really think about what you want to do, identify your ‘why', and then pivot if you need to." ~ Steven Miyao Links Steven Miyao on LinkedIn Steven Miyao Vanguard Fidelity Investments Capital Group McKinsey & Company Morgan Stanley Goldman Sachs Frances Frei Midlife Remix Connect with our hosts LifeYield Jack Sharry on LinkedIn Jack Sharry on Twitter Subscribe and stay in touch Apple Podcasts Spotify LinkedIn Twitter Facebook
Edward Jones is redefining what it means to provide personalized advice. The firm is creating a signature experience where personalized service is not a luxury but an expectation and where the best financial advisors have the tools, capabilities, and technology needed to provide a seamless, sophisticated, and impactful advisory experience. In this episode, Jack Sharry talks with Russ Tipper, General Partner at Edward Jones. Russ leads more than 300 professionals across North America and drives the firm's advisory offerings, including SMAs and UMAs, alternatives, retirement products, and more. Jack and Russ discuss how Edward Jones is doubling down on comprehensive, personalized financial planning, moving beyond point-in-time solutions to ongoing advice. Russ also talks about how the company strategically expands its product offerings, including alternative assets and retirement products, as well as its signature experience and future developments. In this episode: [01:12] - Russ' role at Edward Jones [03:02] - Edward Jones's strategic ambition [05:04] - Personalization at scale [12:24] - Edward Jones' investment in alternative assets [15:19] - Edward Jones' signature experience [19:18] - Future developments and AI integration [22:06] - Russ' career journey [26:04] - Russ' key takeaways [27:13] - Russ's interests outside of work Quotes "We want to help make our clients' needs, wants, and wishes a reality." ~ Russell Tipper "Our goal is to help our clients move into an advisory perspective and never be stuck in a brokerage account or a legacy model where they can't move because of friction." ~ Russell Tipper "We want to be a highly curated shelf, but we want to offer a choice. The last thing I want to do is for a client to leave their great financial advisor because of a lack of access to a product that would improve their outcome." ~ Russell Tipper Links Russell Tipper on LinkedIn Edward Jones MoneyGuidePro Envestnet Aladdin by BlackRock J.P. Morgan Porch Software Capital Group Merrill Lynch Connect with our hosts LifeYield Jack Sharry on LinkedIn Jack Sharry on Twitter Subscribe and stay in touch Apple Podcasts Spotify LinkedIn Twitter Facebook
In this episode, Jack Sharry talks with Doug Fritz, Founder & Executive Chairman of F2 Strategy. A seasoned veteran in the wealth management industry, Doug leads a team of experts at F2 Strategy and is a highly sought-after strategist, helping growth-focused advisory firms make informed decisions about their technology and client experience. Jack and Doug discuss the confluence of marketing and technology in the wealth management industry. Doug talks about true innovation and how firms can implement meaningful technology and marketing solutions that deliver real value to advisors. He also discusses F2 Strategy's expansion and acquisitions, AI-powered efficiencies, and the rise of Wealth as a Service (WaaS) in wealth management. In this episode: (00:00) - Intro (01:36) - Update on F2's recent expansion (03:37) - The confluence of marketing and technology in wealth management (06:27) - Aligning technology with business goals (09:26) - How F2 helps firms with tech and marketing (13:56) - The challenges of being a strategy partner (17:54) - Mitigating risk and ensuring successful technology implementation (19:49) - How F3 defines innovation (21:42) - Wealth as a Service (WaaS) (26:30) - Organic growth and its relationship to Wealth as a Service (29:32) - Doug's interest outside of work Quotes "We're built to be like an advisor would be. We're going to help you build a portfolio of technology, and then we're going to be with you forever as your partner in the execution and implementation of that when you need us." ~ Doug Fritz "It's fun to be helpful to great brands and great people that we work with in new ways and go deeper. Those relationships are everything to us, and they mean the world to us." ~ Doug Fritz "Innovation means getting it done. It isn't about theoretically picking a vendor that's innovative. It's actually getting it done and getting it into production." ~ Doug Fritz Links Doug Fritz on LinkedIn F2 Strategy SEI Fidelity Investments BlackRock State Street Global Advisors Franklin Templeton Connect with our hosts LifeYield Jack Sharry on LinkedIn Jack Sharry on Twitter Subscribe and stay in touch Apple Podcasts Spotify LinkedIn Twitter Facebook
The shift from pensions to 401(k)s, paired with uncertainty around Social Security, has left many retirees with less income and at risk of outliving their savings. Allianz, in partnership with Empower, is taking the challenge head-on. In this episode, Jack Sharry talks with Matthew Gray, Vice President of Employer Markets at Allianz Life. Matt is responsible for the company's employer markets and defined contribution business. He oversees all aspects of the company's strategy, distribution, marketing, product development, and more. Jack and Matthew discuss the convergence of workplace and wealth, how 401(k) plans evolve to offer better financial guidance, and how Allianz makes guaranteed lifetime income simple and accessible. Matthew also shares the challenges of retirement planning and how Allianz addresses the growing concern of retirees making less of their income and outliving their savings. In this episode: [01:30] - Matthew's role at Allianz Life [03:08] - How Allianz and Empower revolutionize retirement security [04:49] - Key trends shaping the future of defined contribution plans [09:13] - Allianz's guaranteed income solution [16:35] - The future of guaranteed income solutions [18:10] - The good news about lifetime income solutions [19:25] - Matthew's interests outside of work Quotes "Retirement is about generating more income and generating that income for longer. Unfortunately, the trends from moving from defined benefit plans to defined contribution plans, combined with challenges with social security, all point to maybe people getting less or not getting it for as long." ~ Matthew Gray "Our objective is to make guaranteed lifetime income more accessible and inclusive for a larger number of Americans who really depend on what they can generate from their employer-sponsored plan." ~ Matthew Gray "Lifetime income solutions aren't coming sometime in the future. They're already here. They're already in plans helping people and are available for sponsors and advisors who want to help their participants better prepare for retirement." ~ Matthew Gray Links Mathew Gray on LinkedIn Allianz Life Empower Connect with our hosts LifeYield Jack Sharry on LinkedIn Jack Sharry on Twitter Subscribe and stay in touch Apple Podcasts Spotify LinkedIn Twitter Facebook
In this episode, Jack Sharry talks with Jan Buchsbaum, Chief Product Officer, and Mark Fitzgerald, National Sales Manager at Nassau Financial Group. They discuss the integration of annuities and social security planning in creating guaranteed retirement income and Nassau's product development and solution design. From simplifying complex financial products and processes to a streamlined user experience and smart approach to partnerships and distribution, Jan and Mark explore Nassau's impressive growth trajectory and discuss the key elements driving their success. In this episode: (00:00) - Intro (01:28) - Overview of Nassau Financial Group (02:54) - Nassau's sales strength, growth, and momentum (06:29) - Nassau's process for developing products (09:22) - A collaborative approach to product development (14:40) - Integrating annuities and social security planning (20:26) - Educating clients and advisors on the value of annuities (27:52) - Uncovering additional assets through social security optimization Quotes "We are hyper-focused on providing solutions for our partners and consumers that matter and enhance their lives. And we are constantly always trying to figure out how we can be better." ~ Jan Buchsbaum "If you're having a conversation around social security, you're helping that individual maximize their lifetime income." ~ Mark Fitzgerald Links Jan Buchsbaum on LinkedIn Mark Fitzgerald on LinkedIn Nassau Financial Group Phil Gass Connect with our hosts LifeYield Jack Sharry on LinkedIn Jack Sharry on Twitter Subscribe and stay in touch Apple Podcasts Spotify LinkedIn Twitter Facebook Disclosure Nassau Life and Annuity Company, the Nassau Income Accelerator Annuity and the Nassau Flex-Forward Income Benefit rider are NOT connected with, recommended, or endorsed by any governmental program, agency, or entity, including the Social Security Administration. All social security and annuity income payment examples are for educational and illustrative purposes only. Individual results will vary. This information is not meant to provide investment, tax or financial planning advice. Nassau does not provide individual tax, financial or investment advice or act as a fiduciary in the sale or service of insurance contracts. Please consult your personal tax or financial advisor for assistance. Fixed annuities are insurance contracts and do not provide ownership of any stocks, bonds, index funds, or other securities. These products are not FDIC or NCUAA Insured and there are no Bank or Credit Union Guarantees. Lifetime payments and other contract guarantees are subject to the claims-paying ability of the issuing company. These annuities offer a Fixed Account and a variety of Indexed Accounts. The Fixed Account earns a specified rate of interest that is no less than 0 to 3% depending on the state and product. Contract growth is not guaranteed. Fees and restrictions apply. Withdrawals may be subject to charges, pro-rated fees and adjustments. Withdrawals (including income payments) are subject to ordinary income tax, and if taken prior to age 59½, a 10% IRS penalty may also apply. Please review the applicable product and rider disclosures for more information. Nassau Income Accelerator is a single premium deferred fixed indexed annuity issued on contract form 19FIA, ICC19EIAN, or 19ISN. This annuity is issued by Nassau Life and Annuity Company, Hartford, Connecticut, a subsidiary of Nassau Financial Group. In California, Nassau Life and Annuity Company does business as "Nassau Life and Annuity Insurance Company." Nassau Life and Annuity Company is not authorized to do business in Maine and New York. BPD42072
Many women and next-generation investors have struggled to find advisors who truly understand them. Finding the right fit, getting clear information, and building confidence to manage finances effectively are real challenges. However, the old-school client-advisor dynamic is changing, creating an era in which genuine human connections matter just as much as portfolio performance. In this episode, Jack Sharry talks with Lacy Garcia, Founder and CEO of Willow. Lacy is a former financial services marketer turned financial advisor. She has spent her career at the intersection of financial services, women empowerment, and education. Lacy is passionate about helping advisors better serve women and the next generation of investors. Lacy talks with Jack about how advisors can better serve women and next-generation investors. She discusses the importance of empathy, education, and empowerment and how the company's certificate programs empower advisors to meet clients' evolving needs. Lacy also shares her journey from educator and coach to a financial advisor and entrepreneur, highlighting how her experiences of feeling like an outsider in the financial world inspired Willow's creation. In this episode: [01:10] - Lacey's background and career [03:22] - Turning challenges into opportunities [05:40] - Willow's E3 model: empathy, education, and empowerment [10:08] - Creating a business that helps women and next-generation investors [13:54] - Willow's certificate programs [19:54] - How Willow empowers women and next-gen investors [26:01] - Lacy's key takeaways [26:43] - Lacy's interest outside of work Quotes "I felt the challenge that so many women and so many next-gen clients and investors feel in terms of finding the right financial advisor and getting the information, the education, and the confidence they need to take control of their finances." ~ Lacy Garcia "The client-advisor model is changing. Its demographic and wealth transfer shifts are ushering in a new era where it's equal parts investment and human understanding." ~ Lacy Garcia "Women want to be advisor-dependent, and they are loyal. And if you care about them and you do a good job, then they're going to tell their friends and their family, and they're going to recommend you." ~ Lacy Garcia Links Lacy Garcia on LinkedIn Trust Willow Jason Aronson Ivan Mitrovic Connect with our hosts LifeYield Jack Sharry on LinkedIn Jack Sharry on Twitter Subscribe and stay in touch Apple Podcasts Spotify LinkedIn Twitter Facebook
Retirement is no longer viewed as a single event marking the end of one's career, but rather as a chapter with multiple phases and possibilities. This shift has led advisors to rethink their approach to retirement planning, with a focus on balancing financial strategies, healthcare needs, and lifestyle choices. In this episode, Jack Sharry talks with Ken Dychtwald, Founder and CEO of Age Wave. For 45+ years, Ken has been a leading visionary and original thinker regarding the lifestyle, marketing, health care, economic, and workforce implications of the age wave. Ken is a psychologist, gerontologist, and best-selling author of 19 books on aging-related issues. Jack and Ken discuss the changes brought about by increased longevity and the aging population in the financial services industry. From financial readiness to the evolving role of financial advisors, Ken explores what it means to live longer, healthier, and more purpose-driven lives. In this episode: [01:26] - Meet Ken Dychtwald [02:29] - Why people are rethinking their retirement plans [07:00] - How longevity has redefined retirement [11:15] - The importance of mentors and mentorship [14:19] - The changing role of financial advisors [19:04] - The need for advisors to be more holistic [21:56] - A shift from accumulation to decumulation strategies [25:29] - Ken's key takeaways [28;43] - Ken's interests outside of work Quotes [07:43] - "Aging isn't what it used to be. More and more people today are realizing that they don't want to live a longer life just to be old longer. They want a more cyclic life. People increasingly refer to this new chapter of their lives as a time of freedom, not a time to decline." ~ Ken Dychtwald [20:45] - "This age wave and this longevity revolution don't just mean that there'll be more older adults, but a new generation of older adults. These boomers are really demanding and want to be listened to and asked questions." ~ Ken Dychtwald [25:04] - "The entire population needs to be better oriented towards the financial considerations of 'How do I live long, how do I live well, and how do I make sure my wealth span matches my lifespan?'” ~ Ken Dychtwald Links Ken Dychtwald on LinkedIn Age Wave Chip Conley John Thiel Edward Jones The John A. Hartford Foundation Connect with our hosts LifeYield Jack Sharry on LinkedIn Jack Sharry on Twitter Subscribe and stay in touch Apple Podcasts Spotify LinkedIn Twitter Facebook
The RIA industry is experiencing massive consolidation, driving demand for integrated solutions that unify technology, investment management, and professional services. With its extensive back-office expertise, technology, and investment solutions, SEI is well-positioned to meet this growing need. In this episode, Jack Sharry talks with Michael Lane, EVP and Head of Asset Management at SEI. Michael is responsible for the business and growth strategy of SEI's advisor and institutional businesses in North America and for leading the firm's investment management teams globally. Michael shares his career journey and why he joined SEI. He discusses the macro trends in the wealth management industry, SEI's unique position in the market, and its vast and often misunderstood capabilities. Michael also shares the exciting opportunities to bring together SEI's many capabilities and make them more visible to the market. In this episode: [02:26] - Michael's career journey [05:46] - Why Michael joined SEI [09:27] - SEI's unique positioning and capabilities [13:45] - How SEI fills the gap in the wealth management marketplace [19:34] - How SEI coordinates tax and asset location across multiple accounts [23:26] - SEI's long-term goals [27:09] - Michael's key takeaways [28:16] - Michael's interests outside of work Quotes “ What gets me super excited is how we start thinking about the ‘what ifs', documenting those ‘what ifs', figuring out what we can actually do over the next 6, 12, 18, 24 months, and then bringing that story out into the marketplace.” ~ Michael Lane “As you look around the marketplace, there are very few providers that exist out there that can do as many things as SEI can do.” ~ Michael Lane "Whatever you thought SEI was, probably isn't what it is. I hope we have an opportunity to spend a lot more time with the advisor and institutional community to help them better understand who we really are." ~ Michael Lane Links Michael Lane on LinkedIn SEI Mercer Advisors Dimensional Fund Advisors BlackRock Ryan Hicke Morgan Stanley Connect with our hosts LifeYield Jack Sharry on LinkedIn Jack Sharry on Twitter Subscribe and stay in touch Apple Podcasts Spotify LinkedIn Twitter Facebook
At its root, marketing is about storytelling. As markets shift and client needs evolve, Franklin Templeton creates narratives that remain relevant and align with the firm's core mission. Listening to the market, using technology like AI, and collaborating across teams allows the company to maintain its relevance while staying true to its core values. In this episode, Jack Sharry talks with Jennifer Ball, Chief Marketing Officer at Franklin Templeton. Jennifer is responsible for developing and implementing a global B2B marketing strategy, driving change, and defining positioning and messaging. She is also accountable for client experience across Franklin Templeton's US retail, private wealth, retirement, insurance, and institutional businesses. Jennifer is passionate about insight-driven marketing through analytics and powerful content marketing. Jennifer talks about how Franklin Templeton creates and delivers narratives across the globe. She shares how the company uses advanced listening tools, social media, and AI to personalize messaging. Jennifer also highlights the importance of aligning internal voices, tailoring messages to diverse markets, and promoting collaboration in crafting cohesive and impactful narratives. In this episode: [02:05] - Franklin Templeton's acquisitions and strategic direction [03:36] - The challenge of positioning and messaging for global audiences [06:41] - Franklin Templeton's take on narrative economics [13:26] - Launching new narratives and using social media [16:22] - Franklin Templeton's social media strategy [19:25] - Franklin Templeton's process for developing narratives [22:59] - Jennifer's key takeaways [24:30] - Jennifer's interests outside of work Quotes [11:32] - "As things change with your clients and the market, you can evolve your narratives to make sure they stay relevant and still support your overall mission and ambition for the company." ~ Jennifer Ball [19:27] - "The whole process of listening to our internal employees, our clients, and our competition is absolutely the foundation of our work and what felt true to us in terms of where we're trying to go." ~ Jennifer Ball [23:31] - "We all have to figure out how to use AI to transform our business. We're at an inflection point right now, and AI can play a huge role in personalizing storytelling." ~ Jennifer Ball Links Jennifer Ball on LinkedIn Franklin Templeton Jenny Johnson Microsoft John Connors Boathouse, Inc. Robert Shiller John Thiel Merrill Lynch Narrative Economics Connect with our hosts LifeYield Jack Sharry on LinkedIn Jack Sharry on Twitter Subscribe and stay in touch Apple Podcasts Spotify LinkedIn Twitter Facebook Franklin Templeton has been a client of SEI LifeYield since 2014.
UMH is changing the world of wealth management, helping clients earn more and keep more through tax-smart, multi-account coordination. Many advisory firms recognize the benefits of UMH but often face challenges with its adoption. Having access to the right tools and technology solutions, however, best positions firms and advisors to increase assets under management. In this episode, Jack Sharry talks with Scott Smith, Director of Advice Relationships at Cerulli Associates and member of the CFP Board's Digital Advice Working Group. Scott has more than 20 years of experience in the financial services industry and leads Cerulli's research on investor behavior and advisory relationships. His research helps clients understand how to optimize their platforms. Jack and Scott discuss UMH, its core elements, and how it revolutionizes financial advisory services. Scott also unpacks his findings on UMH adoption, the challenges advisors face in its implementation, and the innovative solutions paving the way forward. In this episode: [02:05] - Implementing UMH [04:58] - The core elements of UMH [07:19] - Research methodology and findings on UMH adoption [13:09] - Asset location and its complexities [16:02] - Identifying and addressing barriers to UMH implementation [19:44] - The growing demand for retirement income solutions [23:02] - The future of asset location and income generation [25:31] - Scott's key takeaways [28:32] - Scott's interests outside of work Quotes [14:25] - "People are just getting overwhelmed by the number of accounts they have and the number of passwords they have. Anything we can do to make a client's life easier, bring those things together, and not have them worry about is a compelling story." ~ Scott Smith [25:43] - "Every tax optimization strategy is great, but it only matters if advisors use it. So, lack of adoption is the barrier to real impact." ~ Scott Smith [26:14] - "It (tax optimization strategy) has to be easy to understand. It has to be easier for advisors to use than what they're doing right now. And it has to be easy to explain the benefits to clients." ~ Scott Smith Links Scott Smith on LinkedIn Cerulli Associates 55ip EY Vanguard Morningstar Envestnet Morgan Stanley Fidelity Investments Charles Schwab Kismet Improv Connect with our hosts LifeYield Jack Sharry on LinkedIn Jack Sharry on Twitter Subscribe and stay in touch Apple Podcasts Spotify LinkedIn Twitter Facebook
In this episode, Jack Sharry talks with Adam Holt, CEO and Founder of Asset-Map. Adam was a financial planner frustrated by financial planning. The long, research-packed reports he prepared for client meetings didn't engage clients or provide clarity. Adam realized that to serve clients better, he needed to help them focus on what matters most, making good financial decisions so they could reach their goals. This mindset led him to found Asset-Map. Adam discusses how visualizing goals drives meaningful financial actions. He also highlights how financial advisors can prepare for major shifts in wealth transfer and client expectations in a tech-enabled era. From the great wealth transfer to the importance of engaging multi-generational households, Adam sheds light on how tools like Asset-Map can help advisors deepen client relationships and simplify financial planning. In this episode: [01:12] - Adam's background and the inspiration behind Asset-Map [05:03] - How Asset-Map works [08:21] - How Asset-Map integrates with other financial planning tools [13:00] - The role of AI in financial planning [16:32] - The great wealth transfer [19:34] - Asset-Map's global adoption [20:57] - Adam's key takeaways [22:05] - Adam's interests outside of work Quotes [03:47] - "There are a lot of people that have created a significant amount of success. They weren't worried about whether they could meet their retirement goals. They worried about the complexity." ~ Adam Holt [05:27] - "When you think about financial decisions, what's the most important thing? It's not the finances. It's the people." ~ Adam Holt [14:23] - "Advisors who start to adopt these tools (technology and AI) and find ways to deliver more of themselves to their customers are going to dominate and gather more assets. They're going to scale, they might have margin compression, and they're going to win long-term." ~ Adam Holt Links Adam Holt on LinkedIn Asset-Map eMoney Advisor MoneyGuidePro Morningstar YCharts Connect with our hosts LifeYield Jack Sharry on LinkedIn Jack Sharry on Twitter Subscribe and stay in touch Apple Podcasts Spotify LinkedIn Twitter Facebook
This week, WealthTech on Deck producer Matt Nollman takes over hosting duties to interview Jack Sharry about the podcast's standout moments of 2024. They discuss the evolution and future of UMH, including the transformative impact of LifeYield's recent acquisition by SEI. Jack highlights pivotal industry conversations with leaders advancing UMH capabilities, explores strategies for overcoming implementation challenges, and emphasizes the importance of innovation for financial advisors and firms. Jack also shares key career advice that has shaped his professional journey. In this episode: (00:19) - Year-end wrap-up and review (00:58) - The dawning of UMH (03:10) - Defining UMH and its importance (04:41) - Key elements of UMH (07:43) - UMA vs UMH (09:15) - Memorable episodes from 2024 (13:25) - AI, research, and the digital frontier (15:01) - Building multi-account UMH capabilities (19:05) - Career advice and closing thoughts Quotes “Through this acquisition, SEI will be the first in the industry to provide real-time, automated, unified managed household or UMH capabilities in a cost-effective, fully bundled overlay solution.” ~ Jack Sharry “The single biggest challenge we find is getting all the departments, all the silos to work together. And that is also why it is important to have a single executive sponsor or leader.” ~ Jack Sharry “Improving after-tax returns and income is inherently a multi-account exercise.” ~ Jack Sharry Links SEI: https://www.seic.com Morgan Stanley: https://www.morganstanley.com MoneyGuide Pro: https://www.moneyguidepro.com Tifin: https://tifin.com Wells Fargo: https://www.wellsfargo.com EY: https://www.ey.com Franklin Templeton: https://www.franklintempleton.com Matt Nollman: https://www.linkedin.com/in/mattnollman Mark Hoffman: https://www.linkedin.com/in/mark-hoffman-16946359 Martin Cowley: https://www.linkedin.com/in/martincowley WealthTech in the Weeds with Charles Smith: https://wealthtechondeck.com/episodes/wealthtech-in-the-weeds-with-charles-smith WealthTech in the Weeds with Rose Palazzo: https://wealthtechondeck.com/episodes/wealthtech-in-the-weeds-with-rose-palazzo-and-mark-hoffman WealthTech in the Weeds with Jeff Benfield: https://wealthtechondeck.com/episodes/wealthtech-in-the-weeds-with-jeff-benfield-and-martin-cowley WealthTech in the Weeds with Eric Lori: https://wealthtechondeck.com/episodes/wealthtech-in-the-weeds-with-eric-lordi-and-martin-cowley WealthTech in the Weeds with Roger Paradiso: https://wealthtechondeck.com/episodes/wealthtech-in-the-weeds-with-roger-paradiso The Evolution and Resurgence of SEI with Ryan Hicke and Sean Denham: https://wealthtechondeck.com/episodes/the-evolution-and-resurgence-of-sei-with-ryan-hicke-and-sean-denham The Age of the New Wealth Portfolio with Erich Holland: https://wealthtechondeck.com/episodes/the-age-of-the-new-wealth-portfolio-with-erich-holland Unlocking the Potential of Generative AI in Asset and Wealth Management with Amy Young: https://wealthtechondeck.com/episodes/unlocking-the-potential-of-generative-ai-in-asset-and-wealth-management-with-amy-young Unlocking AI's Potential in Wealth Management with Rob Pettman: https://wealthtechondeck.com/episodes/unlocking-ais-potential-in-wealth-management-with-rob-pettman WealthTech in the Weeds with Michael Liersch: https://wealthtechondeck.com/episodes/wealthtech-in-the-weeds-with-michael-liersch-and-harry-bartle Scott Smith: https://www.linkedin.com/in/scott-smith-148360 Financial Advisor Magazine: https://www.fa-mag.com Frances Frei: https://www.linkedin.com/in/francesfrei Edward Jones: https://www.edwardjones.com JP Morgan: https://www.jpmorgan.com Merrill: https://www.ml.com Harvard Business School: https://www.hbs.edu Connect with our hosts LifeYield Jack Sharry on LinkedIn Jack Sharry on Twitter Subscribe and stay in touch Apple Podcasts Spotify LinkedIn Twitter Facebook
This week, Jack Sharry is joined by LifeYield co-founders Mark Hoffman and Paul Samuelson to discuss SEI's acquisition of LifeYield. They explore the strategic implications for LifeYield, the integration of multi-account management, and the potential benefits of Unified Managed Household for clients and the broader industry. They also discuss the comprehensive service capabilities the SEI-LifeYield partnership provides, focusing on improving financial outcomes through advanced tax optimization and holistic portfolio management. In this episode: (01:18) - What LifeYield's acquisition means for the industry (02:24) - Understanding UMH (10:08) - The importance of tax alpha (15:29) - Product and capability enhancements (17:14) - Distribution and operational capabilities (21:30) - Final thoughts and acknowledgments Quotes “For LifeYield, [the aquisition] means unequivocal validation of the premise that my partners and I founded LifeYield to begin with—that only in managing an investor's coordinated accounts together can one provide the best outcome for those investors.” ~ Mark Hoffman “In order to have success, you need investment software and you need the whole support of onboarding accounts and connecting accounts to just be in the game at all. I can look back at the mistakes I've made, and if I'd had the right advisor equipped with what SEI-LifeYield is going to be equipped with, it would've been much better.” ~ Paul Samuelson Links LifeYield SEI Connect with our hosts LifeYield Jack Sharry on LinkedIn Jack Sharry on Twitter Subscribe and stay in touch Apple Podcasts Spotify LinkedIn Twitter Facebook
Growth isn't just about numbers. It's about driving change, creating meaningful connections, and making a purposeful impact. It comes from challenging the status quo and aligning with partners who understand the journey ahead. Whether championing innovation in the financial sector, cultivating a culture of resilience in businesses, or advocating for health, growth depends on clarity of purpose and bold, intentional steps. In this episode, Jack Sharry talks with Tina Powell, Partner & Chief of Community at Intention.ly. Tina is a trailblazer in the digital marketing industry, with more than 20 years of experience driving growth for financial services companies. They discuss community building, championing growth, and advocating for health. Tina shares her advocacy for health awareness following her battle with lung cancer, Intention.ly's approach to growth marketing, and how modern marketing strategies drive impactful growth. In this episode: [01:52] - Tina's professional journey [05:04] - A life-changing diagnosis [10:17] - Tina's advocacy and life work [14:03] - How Tina's story inspires people and her team at Intention.ly [19:14] - Client success stories and strategies [28:50] - Tina's key takeaways [30:55] - Tina's interests outside of work Quotes [13:23] - "I see myself as a vehicle of service, a conduit of information. And if there's any way I can bridge the hope that's in my heart to the people who need it most, utilizing the tenets of modern marketing media to help provide hope and information to the people who need it most, then that's my legacy." ~Tina Powell [27:59] - "We are not afraid to challenge and to ask the tough questions. We already know what those questions should be. And it's coming from a place of service to the FinTech platforms and the FinTech leaders we serve." ~ Tina Powell [30:11] - "Don't continue doing the same thing because it will just get you the same results. Align yourself with people who truly understand where you want to go." – Tina Powell Links Tina Powell on LinkedIn Intention.ly Kelly Waltrich Princeton Longevity Center The Healthy Advisor Podcast Penn Medicine Perelman Center for Advanced Medicine Gateway Financial Partners David Wood Melissa Thomas Joe Steuter Kyle Hiatt Randy Lambert eMoney Advisor Orion Advisor Solutions Connect with our hosts LifeYield Jack Sharry on LinkedIn Jack Sharry on Twitter Subscribe and stay in touch Apple Podcasts Spotify LinkedIn Twitter Facebook
For decades, financial planning has focused on individuals and families, often overlooking the unique needs of business owners. However, the need for expert financial advice has become more significant as boomers become more involved in business and the trend toward private company ownership grows. Recognizing this demand, RISR seeks innovative solutions to empower business owners and the financial advisors who serve them. In this episode, Jack Sharry talks with Jason Early, Founder of RISR. They discuss how RISR empowers and deepens the relationships between business owners and financial advisors. They explore how the company provides a comprehensive solution for business owners and uses technology and human advice to enhance the advisor-client relationship. In this episode: [00:52] - Introduction to RISR and its mission [03:25] - How RISR helps advisors [05:17] - Understanding a business' dream value [08:12] - Empowering advisors to become trusted advisors [09:33] - How RISR impacts the financial industry [12:04] - What inspired Jason to build RISR [13:23] - The convergence of technology and human advice [17:07] - Providing financial advice for business owners [19:31] - Jason's key takeaways Quotes [01:01] - "We've got this deep-seated belief that owners of private companies need better advice and that the advisors who serve them need better tools and technology." ~ Jason Early [13:06] - "For decades, advisors have had the tools and technology to serve the executive, the family, or the household, but the business is largely ignored." ~ Jason Early [14:31] - "Business owners are complex, and they have complex issues and challenges, so there are a lot of problems to solve. We want to surround every conversation the advisors have with the business owner so that the owner can make more informed decisions and exit the way they want to." ~ Jason Early Links Jason Early on LinkedIn RISR Connect with our hosts LifeYield Jack Sharry on LinkedIn Jack Sharry on Twitter Subscribe and stay in touch Apple Podcasts Spotify LinkedIn Twitter Facebook
The shift towards private ownership and alternative assets presents opportunities for investors and advisors. However, operational efficiency, including data accessibility, streamlining operations, and automating processes, often burdens advisors when navigating this space. Having innovative solutions and a team specializing in private markets and alternative investments makes it easier for advisors to create and manage these assets with speed and scale. In this episode, Jack Sharry talks with Steve Zuschin, Chief Revenue Officer at Mammoth Technology, about the growing interest in private markets and alternative investments. Steve explores the challenges advisors and firms face in navigating the complexities of these investments, including operational hurdles, data management, and client experience. He also shares insights on how to streamline processes, leverage technology, and position firms as leaders in the private market space. In this episode: [01:27] - Steve's background and role in the industry [03:51] - Key issues in the advice-tech marketplace [06:48] - The operational challenges of private investment [09:39] - Growing interest in private markets [12:17] - Factors driving the shift toward private ownership [15:18] - How Mammoth Technology helps advisors manage alternatives [17:48] - The future of wealth management and private markets [20:01] - Steve's key takeaways [21:14] - Steve's interests outside of work Quotes [11:15] - "At large, our economy is becoming privately held. To diversify these investments, we have to access them in private markets." ~ Steve Zuschin [16:44] - "We really want to remove that burden from the operations team and create a better experience for the field of advisors to learn about new deals that are available to them, that their compliance team and due diligence have gone through, as well as a standardized transaction process for them to go through on behalf of the clients." ~ Steve Zuschin [20:42] - "If you don't have a team in place that's looking at the innovations around private markets, try and get someone, whether it's a consultant or somebody else who's out there looking at the markets. Because whether you're curious or interested in making these deals for your clients, if you're working with high-net-worth clients, they're going to make these deals with or without you." ~ Steve Zuschin Links Steve Zuschin on LinkedIn Northwestern Mutual Mammoth Technology iCapital SEI Mongol Ecology Center Rally for Rangers Connect with our hosts LifeYield Jack Sharry on LinkedIn Jack Sharry on Twitter Subscribe and stay in touch Apple Podcasts Spotify LinkedIn Twitter Facebook
Taxes are a major concern for both investors and advisors. As such, minimizing tax liability is a priority in wealth management. Asset location, a strategy that places assets in the most tax-efficient accounts, can significantly enhance a portfolio's overall efficiency. While this approach can be a multi-account exercise, having a modern portfolio management system equipped with tax-smart technology can streamline this process and effectively coordinate unified managed household accounts. In this episode, Jack Sharry talks with LifeYield's Founder and Chief Investment Officer, Paul Samuelson, and CEO, Chairman, and Founder Mark Hoffman. Paul has written algorithms that power investment software for more than four decades. He's spent the past 16+ years devising algorithms around minimizing taxes and maximizing retirement income, all part of a robust asset location process. Mark turns Paul's algorithms into industrial-strength software used by many of the largest financial institutions in the world. They discuss asset location and tax-smart strategies to minimize tax liabilities and maximize retirement income. In this episode: [01:46] - Asset location explained [03:05] - The evolution of holistic wealth management [04:36] - What inspired Paul to help advisors produce better outcomes [08:00] - Harnessing the potential of asset location [11:50] - LifeYield's capacity to scale and operationalize asset location [14:08] - The difference between single-account and multi-account tax-loss harvesting [15:44] - The benefits of modern portfolio management systems [17:29] - The model portfolio in wealth management [18:50] - The importance of asset location to boomers [22:35] - Key takeaways and final thoughts Quotes [04:08] - "Financial planning systems are one good way to look at multiple accounts. And then, to have the financial plan implemented, you really need to consider asset location." ~ Mark Hoffman [06:56] - "Certain assets are likely to be more tax-inefficient, but they don't always land the way you would expect. So, for investors who happen to hold low turnover stock portfolios, you can effectively have quite tax-efficient equity investing as long as you're willing to pay great attention to sales of stock." ~ Paul Samuelson [22:57] - "Asset location, placing the most tax-efficient assets in your taxable accounts and the least tax-efficient assets in the qualified accounts, raises the after-tax return of your portfolio. That means you'll get more balance, which can create more income. Asset location is the dominant form of tax alpha you'll get." ~ Mark Hoffman [23:50] - "The real opportunity in looking at all the household assets is that you're going to be able to pick up some of the client accounts that have been unmanaged or very poorly managed. It's an opportunity for the advisors and a real service to the clients." ~ Paul Samuelson Links Mark Hoffman on LinkedIn Paul Samuelson on LinkedIn Investment and Wealth Institute Envestnet EY Morningstar Connect with our hosts LifeYield Jack Sharry on LinkedIn Jack Sharry on Twitter Subscribe and stay in touch Apple Podcasts Spotify LinkedIn Twitter Facebook
In this episode, Jack Sharry talks with SEI's CEO, Ryan Hicke, and CFO, Sean Denham, about SEI's strategy and vision for the future. Ryan, who has been with SEI for 26 years, discusses the company's renewed focus on innovation, re-engagement with the market, and the importance of client experience. He highlights three major trends SEI is focusing on: alternatives, industry consolidation, and digital assets. Sean, new to SEI, talks about his transition from public accounting to his role as CFO and his focus on growth. He stresses the importance of using data to educate clients and drive business decisions. Sean also touches on SEI's unique market position, combining technology, operations, and asset management. In this episode: (02:54) - SEI's market engagement and internal culture (05:19) - Trends and innovations in wealth management (08:10) - Building a winning team at SEI (10:17) - SEI's future vision and market positioning (13:51) - Challenges and opportunities in the financial industry (20:25) - Sean Denham's journey to SEI (22:36) - Growth mindset and strategies (26:56) - Leveraging data for market education (34:10) - Tax efficiency and future plans Quotes “If you believe that talent is going to win the day, you can't just focus internally. There's arrogance if we think we have all the answers ourselves. I think if we can truly create a diverse team, both in terms of experience and perspective, we won't end up with group think.” ~ Ryan Hicke “People ask me a lot how I measure engagement at SEI. And I sincerely answer, by how many people walk the halls with a smile on their face.” ~ Ryan Hicke “When I think opportunity, it's not just earnings per share opportunity, it's really growth. The opportunity to really maximize, to become more efficient as an organization. That's what I'm really focused on—top-line revenue growth, optimizing the business, and really that return to investors.” ~ Sean Denham “No one in today's society wants to be sold to. They want to be educated. So how do we use data? How do we craft storytelling around that to go educate the market? Not just with us, but also our competitors. That's the opportunity sitting in front of us.” ~ Sean Denham Links SEI Ryan Hicke on LinkedIn Sean Denham on LinkedIn BlackRock LifeYield Grant Thornton Connect with our hosts LifeYield Jack Sharry on LinkedIn Jack Sharry on Twitter Subscribe and stay in touch Apple Podcasts Spotify LinkedIn Twitter Facebook
Public relations is an integral part of any marketing strategy. It plays an important role in enhancing credibility and driving business growth. Successful PR firms understand that building a reputation and lasting relationships with clients, stakeholders, and the media requires strategic thinking and planning. This week, Jack Sharry talks with StreetCred's Managing Partner, Jimmy Moock, and Marketing Manager, Elena Krasnow, about public relations and credibility marketing in financial services. They discuss the key elements of successful PR strategies, the value of authenticity and active listening in building connections, and StreetCred's partnership with Future Proof, the world's largest wealth festival. In this episode: [01:21] - Jimmy's background and career path [07:30] - What brought Elena to StreetCred [10:41] - The Future Proof festival [12:43] - The relationship between authenticity and active listening [14:57] - The growth of Future Proof [16:51] - What makes Future Proof special [20:51] - Key factors for effective PR [24:40] - Final thoughts and key takeaways Quotes [20:59] - "We take our clients and the work that we do for them personally. We leave it all out on the field. We bleed for them." ~ Jimmy Moock [21:16] - "We believe that PR is a contact sport, meaning you need to be out on the field. Every one of us is doing every portion of client work because the minute we give that up is the minute our skills become rusty." ~ Jimmy Moock [22:03] - "Being authentic is so critical, and being unafraid to connect business goals and personal stories and share vulnerable moments is something we encourage our clients to do." ~ Elena Krasnow [22:29] - We all have money stories and ways money has shaped our belief systems. The more we bring those things and the human element to the surface, the more we can really drive success." ~ Elena Krasnow Links Jimmy Moock on LinkedIn Elena Krasnow on LinkedIn StreetCred PR Brian Hamburger Jason Lahita William Ruben Future Proof Frances Frei 2024 MMI Annual Conference Matt Middleton Emma Smith Connect with our hosts LifeYield Jack Sharry on LinkedIn Jack Sharry on Twitter Subscribe and stay in touch Apple Podcasts Spotify LinkedIn Twitter Facebook
WealthTech in the Weeds is a series covering the broad yet critical path to financial services. The goal is to get together with industry experts and get into the details of building an effective, productive, coordinated, and comprehensive advice system. Comprehensive advice platforms have been a significant development in wealth management. They streamline portfolio management, optimize returns, and enhance investors' financial efficiency. However, implementing these platforms has its challenges. As technology continues to reshape the industry, the lessons and experiences learned from early adopters provide invaluable insights that significantly impact the industry's future and empower investors to achieve their financial goals. In this episode, Jack is joined by Eric Lordi and Martin Cowley. Eric is the Managing Director at J.P. Morgan and has extensive experience in wealth and asset management. He builds modern wealth management systems that deliver better client outcomes and embraces goals-based investing. Martin is the Chief Product Officer at LifeYield and has more than 14 years of experience building comprehensive wealth management platforms. In his role, Martin oversees product strategy for portfolio rebalancing, tax optimization, and retirement income, using LifeYield's API-first product suite to address a wide range of client needs. Martin has worked with numerous firms to help them integrate and optimize their systems for improved user experience and financial outcomes. Eric and Martin talk with Jack about the challenges, benefits, and lessons learned from building comprehensive advice platforms. They dive into the importance of multi-account management, asset location, and tax optimization in improving clients' financial outcomes. The conversation also touches on the operational aspects of implementing these platforms and the need for integration and coordination across different systems. In this episode: [02:25] -The challenges and goals of building a modern wealth management system. [04:27] - Lessons Martin learned during the early days of LifeYield. [06:17] - The dynamics of multi-account management. [09:22] - How LifeYield coordinates and optimizes multiple accounts. [12:50] - Asset location and its importance in generating tax efficiency. [15:55] - How asset location adds tax efficiency across different account programs. [20:05] - The operational challenges of implementing asset location. [22:20] - The three types of withdrawals and how they need to operate. [29:22] - The purpose of tax management systems. Quotes [02:54] - "We're currently in a world where lots of products and programs have been built vertically over time. How do you start to think horizontally from an advisor standpoint? The biggest mental shift is just moving from an account-based structure to a relationship-based one." ~ Eric Lordi [10:17] - "Coordinating isn't just about getting the sum of the parts and then working with them. It's about recognizing that some parts fit together better than others." ~ Martin Cowley [14:08] - "Tax management isn't just tax slots. It's the location and having a machine that is not dependent on underlying trading systems but looks across all these things as holdings that we can score anywhere." ~ Eric Lordi [30:47] - "Everything we've done has to be flexible because we are looking across multiple companies and client firms. It doesn't have to all be stitched tightly on day one. Those walls aren't going to break down overnight. So, we're building little tunnels between the silos." ~ Martin Cowley Links Eric Lordi on LinkedIn Martin Cowley on LinkedIn J.P. Morgan Private Bank Morgan Stanley 55ip Envestnet Vanguard Morningstar Connect with our hosts LifeYield Jack Sharry on LinkedIn Jack Sharry on Twitter Subscribe and stay in touch Apple Podcasts Spotify LinkedIn Twitter Facebook
WealthTech in the Weeds is a series in which we talk to industry experts about the details of building an effective, productive, coordinated, and comprehensive advice system. In this episode, Jack Sharry talks with Ted Dimig, Global Head of Wealth Management Advisory Solutions at J.P. Morgan, and Mark Hoffman, CEO, Chairman & Founder at LifeYield. They discuss trends like tax optimization and the role of modern technology in enhancing advisory practices. They explore the challenges and strategies involved in operationalizing these innovations, emphasizing the necessity of embracing technology to improve client outcomes. They also touch on advisor adoption, the benefits of models-based practices, and the industry's trajectory toward increasingly personalized financial services. In this episode: [02:05] - Major trends in asset management [03:56] - Ted's role in fintech [06:11] - The importance of tax optimization in the investment ecosystem [09:29] - Ted's operational approach to tax management [11:41] - How LifeYield helps clients manage their taxes [13:51] - Why tax matters to clients and advisors [16:31] - How firms can get started with tax management [20:43] - What drives advisors to adopt tax-smart technologies [25:15] - Ted's outlook on the future of wealth management [27:14] - Ted's key takeaways [28:23] - Ted's interests outside of work Quotes [02:22] - "The first big trend in asset management is the importance and the need to personalize investments. The more you can get a client's goals to match their investment solutions, the higher the probability that they're going to stick with their investments over the long run." ~ Ted Dimig [11:42] - "You want to build your ecosystem in a way that is easy to explain to the client. Being able to explain to them the savings and why you're doing certain things reduces the trading that you have to do." ~ Mark Hoffman [17:11] - "Technology allows you to be more holistic. It allows you to make all the connections and to do things right. And that frees up the advisor to have a conversation at the client's own level." ~ Mark Hoffman [26:06] - "You need to embrace technology if you want to be a winner in the personalization space, in the end-to-end client investment journey, and in the tax space. So those who don't adopt will be left behind." ~ Ted Dimig Links Ted Dimig on LinkedIn Mark Hoffman on LinkedIn J.P. Morgan EY 55ip Connect with our hosts LifeYield Jack Sharry on LinkedIn Jack Sharry on Twitter Subscribe and stay in touch Apple Podcasts Spotify LinkedIn Twitter Facebook
Leadership is more than titles and responsibilities. It involves building a winning culture—a culture that isn't just a tagline or value statement but a living, breathing system encompassing a firm's operations. It is a culture where individuals collectively achieve extraordinary results. Organizations that embrace this kind of culture promote honesty and transparency, empower employees to contribute their unique perspectives, and are united by a shared vision. In this episode, Jack Sharry talks with John Drahzal, President and CEO at Horizon Investments. John oversees the company's growth and acquisition initiatives and all aspects of the company's operations, which includes investment management, consulting, sales and marketing, technology, finance, and legal. He joined Horizon Investments in 2017 and previously served as President. John and Jack discuss leadership and how a winning culture drives success. John talks about how Horizon Investment builds its culture and operating principles and the importance of the human element in wealth management. In this episode: [02:19] - How John got into financial services [08:55] - John's transition to CEO [10:39] - Horizon Investment operating principles [17:34] - How a winning culture drives innovation [19:41] - John's thoughts on the future of the industry [21:25] - John's key takeaways [22:09] - John's interests outside of work Quotes [13:04] - "Leadership is about building a winning culture. It's a culture that drives success and where people will work together." ~ John Drahzal [16:29] - "If you instill this culture of coaching and winning through culture, and the employees develop in that culture, it is amazing to see what they can do. Watching that development is amazing." ~ John Drahzall [20:56] - "While the firm will drive efficiencies with technology, I firmly believe that this will continue to be a people-led business and that humans need that because these are really important decisions. We're responsible for their dreams. And that requires the human element." ~ John Drahzal Links John Drahzal on LinkedIn Horizon Investments Victory Capital Robbie Cannon Trillion Dollar Coach Danielle Learned Money Management Institute Connect with our hosts LifeYield Jack Sharry on LinkedIn Jack Sharry on Twitter Subscribe and stay in touch Apple Podcasts Spotify LinkedIn Twitter Facebook
Over the past three years, Jack Sharry has hosted the WealthTech on Deck podcast, featuring interviews with some of the best and brightest financial services leaders. Through these conversations, Jack has learned valuable lessons that will shape the future of the retirement industry. In this episode, we flip the script as Jack takes the guest seat, and Matt Nollman, VP of Marketing at LifeYield, hosts the show. They discuss the evolution of the retirement industry, reflecting on 150+ episodes of the podcast. They cover key lessons such as the rise of Unified Managed Households (UMH), the critical importance of tax management, and strategies for organic growth. They also discuss the transformative potential of AI in wealth management, and share valuable career advice, emphasizing the power of deep, intentional listening. In this episode: [02:33] - Five lessons from 150+ wealth tech leaders [05:33] - Unified Managed Household (UMH) Explained [10:25] - Why firms invest so much in tax management technology [15:41] - Four factors consumers look for when planning their finances [18:12] - Top firms that grow organically and how they do it [23:22] - The role of technology and AI in financial services [31:14] - Jack's key takeaways [34:58] - Jack's advice for aspiring industry leaders Quotes [10:49] - "Studies show that the biggest cost investors incur is taxes. So, if you're going to improve outcome, you have to figure out how to minimize tax and maximize outcome, whether for accumulation or income." ~ Jack Sharry [15:45] - "The top four things consumers are looking for are tax planning, retirement planning, investment management, and cash flow planning. So, what they're looking for is to reduce paying taxes." ~ Jack Sharry [16:11] - "If you're going to improve the outcome, it's a multi-account exercise. You can't improve one account at a time. You need to do it in a coordinated fashion." ~ Jack Sharry Links Jack Sharry on LinkedIn Retirement Leadership Forum FA Mag Edmund Murphy Empower Natalie Wolfsen Orion Advisors Solutions Jed Finn Morgan Stanley Rose Palazzo Edward Jones Aaron Schumm Vestwell Jasmine Jirele Allianz Life John Thiel Merrill Lynch Envestnet Vanguard EY Morningstar 55ip Chip Roame Tiburon Strategic Advisors Fidelity Investments Charles Schwab Amy Young Microsoft Rob Pettman TIFIN Jud Mackrill Milemarker Sage Connect with our hosts LifeYield Jack Sharry on LinkedIn Jack Sharry on Twitter Subscribe and stay in touch Apple Podcasts Spotify LinkedIn Twitter Facebook
The Legends of WealthTech is a series about the history and evolution of the advisory business, featuring professionals who have powerfully shaped the industry. This week, Jack talks with Paul Hatch, Founding Partner and CEO at Vestria Capital. Paul oversees the firm's strategic vision, operations, and growth. Before becoming an entrepreneur, Paul held senior leadership roles at Citibank, UBS, and Morgan Stanley, responsible for developing and managing a wide range of investment products, services, and markets for the wealth management divisions. Jack and Paul talk about the history of managed money, its growth from a niche offering to a cornerstone of modern wealth management, and how it drove the evolution of industry giants. They also discuss the cultural integration challenges during mergers and acquisitions and how client-centric advisory services overcome these hurdles. In this episode: [01:28] - How Paul got started in the advisory industry [04:01] - Paul's transition to managed money [10:27] - The evolution of managed money [16:15] - Cultural challenges [20:09] - Paul's career transition from large firms to independent ventures [24:44] - Vestria Capital's role in the advisory space [27:33] - Paul's key takeaways [28:49] - Paul's interest outside of work Quotes [11:34] - "UMAs showed they were a better solution for the clients. It brought costs down, and most importantly, it meant that you were managing as a portfolio, not as a series of asset classes." ~ Paul Hatch [17:55] - "When you raise your right hand and swear that you are going to do what is best for the client, that's really what advisory business is all about." ~ Paul Hatch [22:46] - "I don't think it's enough that you service clients. You have to show them the results." ~ Paul Hatch Links Paul Hatch on LinkedIn Vestria Capital Citi Bank UBS Morgan Stanley Len Reinhart Frank Campanale Money Management Institute Roger Paradiso James Gorman Jed Finn Ben Huneke Connect with our hosts LifeYield Jack Sharry on LinkedIn Jack Sharry on Twitter Subscribe and stay in touch Apple Podcasts Spotify LinkedIn Twitter Facebook
WealthTech in the Weeds is a series covering the broad yet critical path to financial services. The goal is to get together with industry experts and get into the details of building an effective, productive, coordinated, and comprehensive advice system. In this episode, Jack talks with Jeff Benfield, Head of Advisor Solutions at SEI, and Martin Cowley, Chief Product Officer at LifeYield. Jeff leads the strategic vision, roadmap, and execution of the financial advisor technology suite of solutions for SEI's independent advisor business. With a focus on relationship-centric platform architecture, Jeff has been instrumental in developing SEI's Wealth Platform, leading the charge in building a multi-account, multi-relationship approach to empower advisors. Martin brings vast experience working with various firms to build comprehensive and coordinated platforms. With a focus on API-first architecture, he helps firms integrate seamlessly and avoid the pitfalls of disparate systems. Jack talks with Jeff and Martin about building multi-account, multi-factor relationship platforms for advisors. Jeff and Martin highlight the challenges and importance of operationalizing complex systems at scale and their strategies for connecting and empowering advisors with more innovative tools and platforms. In this episode: [02:17] - SEI's approach to building a multi-account UMH platform [06:02] - How SEI helps advisors achieve better results [08:32] - How LifeYield uses technology to enhance the user experience [11:15] - The importance of partnerships in building platforms for advisors [14:47] - How LifeYied addresses multicurrency and tax in the US and UK [17:26] - How SEI overcomes the challenge of scaling and operationalizing UMH [19:40] - LifeYield's approach to operationalizing UMH [21:52] - Jeff's key takeaways [24:23] - Martin's key takeaways Quotes [22:16] - "Tax is the center of what we do. Our ability to lean into that to make sure that we're the platform best suited to solve that problem of the household balance sheet and how we're able to solve the tax problem is where we're going." ~ Jeff Benfield [22:30] - "Utilizing and leveraging the technology that's built and currently coming out to make those smart tools, make them intelligent, and give that personalized feel is where we're leaning into." ~ Jeff Benfield [24:23] - "The move towards householding is happening, and it's widespread. SEI is far ahead in that front just with the new system being built, and the fact that it's multicurrency, multi-jurisdiction is just icing on the cake. It's very powerful." ~ Martin Cowley [25:46] - "It's always good to pick something that's valuable, focus on that, and support people in using it, so they understand the incremental benefit they're getting." ~ Martin Cowley Links Jeff Benfield on LinkedIn Martin Cowley on LinkedIn SEI LifeYield Connect with our hosts LifeYield Jack Sharry on LinkedIn Jack Sharry on Twitter Subscribe and stay in touch Apple Podcasts Spotify LinkedIn Twitter Facebook
In this episode, Jack talks with Arlen Oransky, Executive Vice President and Chief Membership Officer at Money Management Institute (MMI). With more than 30 years of experience in the financial industry, Arlen has been instrumental in shaping its growth and evolution. He has significantly contributed to expanding MMI's membership and programs and is known for his behind-the-scenes influence and dedication to promoting industry collaboration and education. Jack and Arlen talk about the historical development of separately managed accounts (SMAs). He shares how MMI grew from a small group of SMA advocates to a robust institution representing the broader advisory solutions market. Arlen also discusses the firm's educational efforts to prepare the next generation of industry leaders and the collaborative approach MMI fosters among asset managers, wealth managers, and solutions providers to drive industry growth and innovation. In this episode: [03:35] - The evolution of separately managed accounts (SMAs) [06:56] - How MMI has fueled SMA growth [08:37] - Growth and Evolution of MMI [13:41] - MMI's initiative for engaging and educating asset managers [15:44] - Reflections and personal stories [18:32] - The evolution of comprehensive advisory services [21:48] - Arlen's key takeaways and interests outside of work Quotes [07:13] - "MMI's mandate expanded just above and beyond what we were doing back in the day. It was all around enabling and facilitating industry dialogue and industry growth. And that's at the forefront of where we are now." ~ Arlen Oransky [20:44] - "We want to help create a legacy not only for the Money Management Institute but, more importantly, for individuals who are going to carry this industry forward." ~ Arlen Oransky [22:05] - "Stay educated. Feel free to get outside your comfort zone. That's the only way that you're going to advance and learn." ~ Arlen Oransky Links Arlen Oransky on LinkedIn Money Management Institute John Thiel Noreen Beaman Cheryl Nash InvestCloud Lori Hardwick Len Reinhart Jim Seuffert Roger Paradiso Franklin Templeton Investments Craig Pfeiffer John Coyne Phoenix Investment Partners Robbie Cannon Horizon Investments Thrive | Money Management Institute Steve Gresham The New Managed Account Solutions Handbook Tim Williams Adri Chocolates Connect with our hosts LifeYield Jack Sharry on LinkedIn Jack Sharry on Twitter Subscribe and stay in touch Apple Podcasts Spotify LinkedIn Twitter Facebook
In this episode, Jack talks with Tim Williams, Executive Vice President of Education Initiatives at the Money Management Institute (MMI). Tim is a seasoned business strategist with a proven track record in steering cross-functional teams to deliver innovative solutions. With more than three decades of experience in wealth and asset management, he brings deep expertise in business strategy, innovation, change management, and professional development. Jack and Tim discuss MMI's professional development programs, highlighting initiatives designed to sharpen leadership skills and open doors for career advancement within the industry. Tim also shares his insights on cultivating a growth mindset, the importance of continuous learning, and the value of building a strong network of industry experts. In this episode: [01:30] - Tim's career path in asset and wealth management [06:09] - How Tim transitioned into the development side of wealth management [07:41] - Tim's current projects at MMI [10:42] - MMI's mentorship program [14:30] - MMI's upcoming development program [17:13] - How Tim turns innovative ideas into practical, actionable strategies [21:47] - Tim's perspective on leadership within wealth management [27:43] - Tim's key takeaways [32:25] - Tim's interests outside of work Quotes [12:51] - “The number one lesson I've learned from participants is how much this program gives them awareness that they're not in this alone.” ~ Tim Williams [29:50] - "We are so focused on the process that we have forgotten that the best way to innovate, get organic growth, and move the ball forward is a growth mindset—meaning, fail early, fail fast, test, and learn." ~ Tim Williams [31:57] - "We are getting a new era of leaders. We have to embrace them and support them. We can learn a lot from them." ~ Tim Williams Links Tim Williams on LinkedIn Money Management Institute Craig Pfeiffer Len Reinhart Danielle Learned NYU Stern Blackstone Broadridge Morgan Stanley Microsoft PwC Academy | Money Management Institute Executive IQ | Money Management Institute Leadership Pathway | Money Management Institute University of Virginia Darden School of Business Jacquelyn Reardon Connect with our hosts LifeYield Jack Sharry on LinkedIn Jack Sharry on Twitter Subscribe and stay in touch Apple Podcasts Spotify LinkedIn Twitter Facebook
The integration of artificial intelligence is poised to significantly transform wealth management. AI's true value lies in its ability to solve complex business challenges. By understanding the industry's specific pain points, AI can be used strategically to drive growth, boost profitability, and deliver exceptional client experiences. In this episode, Jack talks with Rob Pettman, President & Chief Revenue Officer at TIFIN. In his role, Rob oversees revenue generation strategies, forges strategic partnerships, and drives the company's growth initiatives. Rob talks with Jack about the types of AI used in managing wealth and the efficiency and growth potential it brings. He also shares how TIFIN helps wealth management firms implement AI into their practices. In this episode: [01:30] - Rob's role at TIFIN [03:57] - Two types of AI that can be applied to wealth management [06:59] - How AI supercharges organic growth [13:20] - How Rob helps wealth management firms implement AI [15:25] - AI decision-makers [17:27] - Rob's thoughts on the future of the industry [19:14] - Rob's key takeaways [20:22] - Rob's interests outside of work Quotes [03:11] - "I met with a lot of technology firms, and everybody will tell you what the technology does. But very rarely does anybody really help you understand the business problems that the technology could solve for you." ~ Rob Pettman [05:04] - "Think about some of the commercial applications for [AI]. It can help with predictive growth. It can help with predictive risk management, whether in a portfolio context or a compliance context. We have massive sums of data in wealth management. And so the ability to be able to train these algos on them and then essentially leverage them to get additional horsepower creates operational efficiency in our decision-making process" ~ Rob Pettman [15:45] - "Supervised AI is an algorithm that learns over time. The sooner I start, the smarter it is over time. So if I start earlier than my competitors, my stuff's going to be a lot smarter than their stuff when they start late." ~ Rob Pettman Links Rob Pettman on LinkedIn TIFIN Sage Connect with our hosts LifeYield Jack Sharry on LinkedIn Jack Sharry on Twitter Subscribe and stay in touch Apple Podcasts Spotify LinkedIn Twitter Facebook
For decades, the financial world focused on investments. But, eventually, that focus shifted to planning. It wasn't just about the “what” of investing but the “why”. This evolution changed wealth management, and represents a move away from a one-size-fits-all strategy and toward a more flexible, client-driven approach. In this episode, Jack talks with Robbie Cannon, a Board Member at Founders Financial. He is also the Founder of Horizon Investments and a Board Member of the Money Management Institute (MMI). With a background in quantitative finance and goals-based investment strategies, Robbie has made Horizon a leader in the industry. His passion for innovation and client outcomes has driven his success as a leader and influencer in the wealth management sector. Robbie talks with Jack about how he built Horizon Investments from the ground up, the evolution of goals-based investing, and the importance of personalized advice. Robbie also shares his latest venture with Thrive by Money Management Institute, and how AI, blockchain, and quantitative finance is driving a new era of financial planning. Key Takeaways [01:58] - Robbie's journey in wealth management [03:28] - How goals-based investing evolved [07:30] - What the green line represents in wealth management [10:41] - Horizon Investments' approach to achieving client goals [12:12] - How Horizon provides guidance to advisors [13:55] - What it takes to be in the outcome space [15:55] - What Thrive by Money Management Institute is all about [20:06] - Robbie's thoughts on the future of the industry [22:28] - Robbie's key takeaways [24:29] - Robbie's interests outside of work Quotes [09:26] - "Entrepreneurship is about weathering the markets and being able to pivot and navigate. At Horizon, flexibility is built inside. It comes with smart individuals wrapped around a singular goal — client outcomes." ~ Robbie Cannon [10:10] - "Advisors enter the business to help people. As asset managers, our job is to help advisors help their clients weather the market." ~ Robbie Cannon Links Robbie Cannon on LinkedIn Money Management Institute Thrive | Money Management Institute Horizon Investments Fidelity Investments Morningstar The Advice Age Danielle Learned John Drahzal Connect with our hosts LifeYield Jack Sharry on LinkedIn Jack Sharry on Twitter Subscribe and stay in touch Apple Podcasts Spotify LinkedIn Twitter Facebook
WealthTech in the Weeds is a series covering the broad yet critical path to financial services. The goal is to get together with industry experts and get into the details of building an effective, productive, coordinated, and comprehensive advice system. In this episode, Jack talks with Michael Liersch, Head of Advice & Planning at Wells Fargo, and Harry Bartle, Executive Vice President of Enterprise Sales at LifeYield. At Wells Fargo, Michael leads a team that delivers comprehensive planning services and growth strategies. He is responsible for developing research-based methods to help advisors and clients productively collaborate around their money decisions. As EVP of Enterprise Sales, Harry is responsible for developing relationships with the largest financial services firms in the world. He has more than 20 years of experience driving revenue for many innovative companies across the financial industry. Jack talks with Michael and Harry about LifeSync, a groundbreaking tool that provides clients with a hyper-personalized financial planning experience. They discuss how LifeSync connects and coordinates the many systems at Wells Fargo so they can turn guidance into actions that improve results. They also share the importance of understanding consumer needs, data-driven insights, and how LifeSync offers digital comfort to consumers. Key Takeaways [02:58] - Michael's role at Wells Fargo. [05:43] - How LifeYield serves its clients. [08:27] - LifeSync's founding principle. [09:28] - LifeSync's key features. [16:13] - How LifeSync transforms financial advice. [20:19] - Hyper-personalization and why it matters. [25:12] - How LifeSync addresses personalization. [28:50] - What personalization is like from the customer's standpoint. [30:41] - LifeSync's three main areas of focus. [34:10] - Michael's and Harry's key takeaways. Quotes [03:45] - "When we think of clients and institutions we work with at Wells Fargo, we want to come to them as one organization that meets their needs, either personally or professionally." ~ Michael Liersch [08:36] - "We want LifeSync to be a real conduit for an actual human being to represent themselves as they are. Our customers and clients want to reflect themselves as individual human beings on their own terms." ~ Michael Liersch [17:14] - "With LifeSync, you can really talk to your advisor, be more transparent, and have a unique approach where the customer is upfront and communicated. And Wells Fargo is building a technology around that, which is revolutionary." ~ Harry Bartle [29:06] - "We don't need to be everything for everybody. Consumers want to see the different options and what's recommended, but they want to choose based on their beliefs." ~ Harry Bartle Links Michael Liersch on LinkedIn Harry Bartle on LinkedIn Wells Fargo Connect with our hosts LifeYield Jack Sharry on LinkedIn Jack Sharry on Twitter Subscribe and stay in touch Apple Podcasts Spotify LinkedIn Twitter Facebook
From growing private markets to the increasing influence of artificial intelligence and higher expectations for client experience, the wealth management industry is evolving at an unprecedented pace. While these trends present exciting opportunities, navigating them requires a targeted focus on strategy execution and innovation. Simplifying complex processes and making things more digestible allow everyone to participate in the evolving financial landscape. In this episode, Jack talks with Mike Lee, the Global Leader of Wealth and Asset Management at EY. With more than 30 years of industry experience, Mike has served as the lead client service partner to many well-known traditional and alternative wealth and asset management firms. He travels the world to help clients address new questions, devise and execute smart strategies, and optimize their capabilities in times of exponential change. Mike talks with Jack about some key themes and trends in the wealth management industry, including the growth of private markets, the impact of AI and data, industry transformation, and client experience. He emphasizes the importance of execution and cultural change in driving successful strategies. Mike also discusses the industry's future, highlighting the need for greater inclusion, access, and education around financial literacy. Key Takeaways [01:27] - Mike's career journey in the wealth management industry. [03:08] - What Mike is currently working on at EY. [06:34] - How successful firms differentiate themselves from their competitors. [10:46] - The challenges involved in executing solutions in the industry. [13:51] - How Mike transforms organizations effectively. [16:26] - How targeted focus can reshape organizations. [19:14] - Mike's take on the future of the industry. [22:03] - Mike's three key takeaways. [23:59] - Mike's interests outside of work. Quotes [07:30] - "Short-term things happen, and you need to make adjustments. That's just part of doing business—it's part of life. But it's the ability to stay within the purpose of the strategy as your guiding light that enables you to execute." ~ Mike Lee [09:38] - "It's about transparency, openness, understanding, and the ability to make things more digestible for a broader group that garners the trust you need to do whatever you do, whether you're a wealth manager, an asset manager, a bank, or an insurance company." ~ Mike Lee [21:07] - "There are a number of macro trends out there, but they all intersect eventually. And the more we elevate, with a consistent understanding, the greater progress we make in private markets, disruptive technology, ongoing transformation, or digitalization." ~ Mike Lee Links Mike Lee on LinkedIn EY Charles Smith Nalika Nanayakara Connect with our hosts LifeYield Jack Sharry on LinkedIn Jack Sharry on Twitter Subscribe and stay in touch Apple Podcasts Spotify LinkedIn Twitter Facebook
Healthcare is a top financial concern for most Americans, yet few financial planning strategies exist to optimize healthcare costs. This gap creates an opportunity for advisors to strengthen their service offerings, deepen client relationships, and drive positive outcomes. By integrating healthcare planning software that gives a custom analysis of client's current and future healthcare costs, advisors can offer a truly comprehensive financial plan that allows clients to navigate the healthcare system with peace of mind. In this episode, Jack talks with Christine Simone, CEO and Co-Founder of Caribou. Christine has extensive knowledge about health insurance, incentives, and payment structures. Her goal is to provide financial clarity for clients by optimizing healthcare planning and helping them make smarter decisions about their healthcare costs. Christine talks about how she helps clients optimize their healthcare plans and the importance of realigning healthcare needs, especially during major life events. She also shares how healthcare is important to comprehensive financial planning and how Caribou provides unbiased advice to advisors and clients. Key Takeaways [01:53] - How Caribou serves clients [03:45] - How Christine helps advisors [07:27] - Christine's journey to becoming an expert in healthcare and finance [09:27] - Caribou's role in the rapidly aging baby boomer population [12:39] - How Caribou helps advisors navigate healthcare planning [15:05] - An example of how Caribou provides value to its clients [18:19] - Caribou's business model [20:08] - Christine's thoughts about the future of healthcare in financial services [21:24] - Christine's key takeaways [23:21] - Christine's interests outside of work Quotes [02:32] - "It's really important to realign your needs with the health plans offered in the market. Even if your needs haven't changed, it's possible that the plan that you're on changes every single year." ~ Christine Simone [08:17] - "We truly believe that the financial advisor is best positioned from an incentive structure to help clients understand their healthcare costs and support them through this decision." ~ Christine Simone [20:58] - "As an advisor, it's your role to help clients make smarter decisions, reevaluate and optimize their costs, save money, and make smarter financial decisions related to their healthcare, just as you help them with their investments." ~ Christine Simone Links Christine Simone on LinkedIn Caribou Wealth Medicare Salesforce Redtail Technology Dallas Cowboys Toronto Maple Leafs Manchester City FC Connect with our hosts LifeYield Jack Sharry on LinkedIn Jack Sharry on Twitter Subscribe and stay in touch Apple Podcasts Spotify LinkedIn Twitter Facebook
For advisors to stand out in the marketplace, they need to provide highly valuable, compelling, and differentiated offerings that fulfill their clients' unique needs. Organic growth flourishes when there's product-market fit, and the value proposition resonates deeply with clients. This shift toward a client-focused approach, fueled by data and decision science, is revolutionizing the way advisors build lasting and impactful relationships with their clients. In this episode, Jack talks with Tom Rieman, CEO and Founding Partner at Practice Intel. Tom has decades of experience in the wealth management industry, asset management distribution, and the broker-dealer ecosystem, with a primary emphasis on process and performance improvement. Before founding Practice Intel, Tom held executive roles in leading financial companies such as J. D. Power, Brinker Capital, and J.P. Morgan Asset Management. Tom is a relentless advocate for great financial advice and a believer in the profound power of the truth. Tom talks with Jack about the power of data-driven platforms, client-focused strategies, and decision science to unlock the full potential of client-advisor relationships. He shares insights on how firms can differentiate themselves in the marketplace to drive organic growth and enhance client relationships. Key Takeaways [01:01] - What Practice Intel is all about [02:30] - Tom's journey into financial services [05:06] - How Practice Intel serves its clients [08:38] - The shift from selling to understanding customers' needs and wants [13:46] - What it takes to generate organic growth [17:37] - The importance of listening in giving advice [19:51] - Understanding the Relationship Quality Index (RQI) [22:19] - Tom's advice to financial advisors [23:50] - Tom's interests outside of work Quotes [14:48] - "In any industry, if you have a highly valuable, compelling, and differentiated offering that really meets a need, you get growth." ~ Tom Rieman [15:18] - "Organic growth is driven when you have a great product-market fit, when there's a lot of value created, and when there's something that is actually compelling." ~ Tom Rieman [17:37] - "The best client-advisor relationship is not where the advisor is trying to get the client to act on their recommendation, but helping clients make good decisions that align with their values, goals, and aspirations." ~ Tom Rieman Links Tom Rieman on LinkedIn Practice Intel J.D. Power Equitable Brinker Capital Investments Michael Durbin Connect with our hosts LifeYield Jack Sharry on LinkedIn Jack Sharry on Twitter Subscribe and stay in touch Apple Podcasts Spotify LinkedIn Twitter Facebook
Leadership is a journey of continuous learning and personal growth. It's a muscle that gets stronger through experience and reflection on the lessons learned. This growth mindset, driven by active listening, genuine care for people, and intellectual curiosity, results in a dynamic leadership style. Such leaders adapt to new challenges and inspire teams to contribute their best work, leading to more effective decision-making, stronger collective vision, and remarkable outcomes. In this episode, Jack talks with Danielle Learned, Chief of Staff and Head of Sales Execution at Horizon Investments. In her role, Danielle is responsible for leading the planning and execution of the firm's various strategic initiatives and helping translate the firm's mission and vision into action. Danielle is known for her grit and entrepreneurial spirit, and she is dedicated to empowering financial advisors and equipping them with the tools they need to succeed. Danielle talks with Jack about her career journey and the lessons she has learned about leadership and execution. She shares insights on leadership, the art of listening, the value of empathy and genuine care for people, and the power of grit and perseverance in achieving success. Danielle also discusses Horizon Investments' unique value proposition and the industry's future, emphasizing the importance of personalization and transparency in financial advice. Key Takeaways [02:15] - How Danielle got into financial services. [05:54] - How Horizon Investments serves its clients. [07:25] - Danielle's journey to Horizon Investments. [09:46] - How Danielle became part of Horizon Investment's growth. [14:28] - What it takes to lead a growing wealth management firm. [18:21] - Danielle's thoughts on the future of the industry. [22:16] - How grit defines Danielle's leadership style. [24:55] - Three key takeaways from Danielle. [26:35] - Danielle's interests outside of work. Quotes [14:34] - "Leadership is learned. It's not taught. My advice to new leaders or anyone who has to influence and lead a team that doesn't directly report to them is to shut up and listen." ~ Danielle Learned [17:08] - "To care about people, you really have to care about people. You have to make investments, learn about them, and understand what makes them tick. And that's more than just giving them feedback about their work product. It's really getting to know what motivates them and why they're here." ~ Danielle Learned [17:24] - "Some of the best ideas around our sales team, how we execute them, and the tools we use have come by asking people questions and giving them permission to share their opinions and come up with new ideas. There are a lot of really smart people around us, and we should leverage them and listen to them." ~ Danielle Learned Links Danielle Learned on LinkedIn Horizon Investments Money Management Institute Nick Alfier BNY Mellon UNC Kenan-Flagler Business School Oppenheimer & Co. Prudential Financial MetLife LPL Financial John Drahzal Robbie Cannon Altamont Capital Partners Thomas Buckingham Nassau Financial Group Trillion Dollar Coach Authentic and Ethical Persuasion Connect with our hosts LifeYield Jack Sharry on LinkedIn Jack Sharry on Twitter Subscribe and stay in touch Apple Podcasts Spotify LinkedIn Twitter Facebook
In wealth management, innovation, disruption, and change are accelerating at an unprecedented rate. For bold and curious advisors, this era presents a great opportunity to redefine the future of wealth management. By embracing new technologies and fostering a spirit of change, wealth management can transform into a destination for the next generation and solidify advisors' role as navigators and trusted guides for people seeking a secure financial future. In this episode, Jack talks with Jay Link, Managing Director and the Head of Fiduciary Programs and Platforms at Bank of America Merrill Lynch. Jay is a wealth management executive with broad experience and success at top global Fortune 50 organizations. He currently leads a dynamic team responsible for all aspects of a $1.2 trillion multi-channel investment advisory business with an annual revenue of $10+ billion. Jay shares his background and career journey with Jack, from his humble beginnings to his current role at one of the leading advisory firms in the industry. He discusses the initiatives and innovations his team is working on to support advisors and enhance client experience. Jay also shares his insights on the future of the wealth management industry, the evolving role of advisors, and the exciting opportunities and advancements happening in the industry. Key Takeaways [01:21] - Jay's background and career journey. [05:55] - Innovating financial services through technology and client value. [10:04] - Embracing change and innovation in wealth management. [11:56] - Leadership, listening, and team development in the workplace. [15:58] - The future of the wealth management industry. [20:07] - Jay's three key takeaways. [22:02] - Jay's passion outside of work. Quotes [10:33] - "Think about the pace of wealth creation, wealth transfer, Peak 65, and longevity challenges, all of which point to a massive opportunity and arguably the biggest bull market for advice. People need us, and we have the unique ability to help them navigate all of this. Wealth management can and will become a destination for young people entering the workforce." ~ Jay Link [16:20] - "No matter where they practice, the role of the advisor will continue to evolve well beyond investments. That's going to drive the formation of large, sophisticated teams. To stay competitive, advisors need specialization and capacity to grow to serve more family households and diversity to better address the multi-generational wealth transfer and societies we serve." ~ Jay Link [20:22] - "There's never been a better time to be in the wealth management industry. And there's so much change, creating compelling opportunities for the bold and the curious." ~ Jay Link Links Jay Link on LinkedIn Bank of America Merrill Lynch Morgan Stanley J.P. Morgan Asset Management Premium Access Strategies Money Management Institute Horizon Investments John Drahzal BNY Mellon Charles Schwab Vanguard Edward Jones Connect with our hosts LifeYield Jack Sharry on LinkedIn Jack Sharry on Twitter Subscribe and stay in touch Apple Podcasts Spotify LinkedIn Twitter Facebook
WealthTech in the Weeds is a series covering the broad yet critical path to financial services. The goal is to get together with industry experts and get into the details of building an effective, productive, coordinated, and comprehensive advice system. The wealth management industry is moving away from individual products and strategies and shifting toward a more coordinated approach with comprehensive advice systems that incorporate the entire scope of investors' household accounts. Firms like Franklin Templeton and LifeYield are at the forefront of this evolution, leveraging technology and partnerships to provide better financial outcomes for clients and advisors. In this episode, Jack talks with Roger Paradiso, Global Head of Advisor Portfolio & Technology Solutions at Franklin Templeton and Executive Chairman at O'Shaughnessy Asset Management, and Mark Hoffman, Co-Founder and CEO of LifeYield. They discuss the shift in the wealth management industry toward a more coordinated approach to improving financial outcomes for clients. Roger highlights Franklin Templeton's comprehensive advice capabilities, focusing on personalization, customization, and curation of solutions. Mark talks about LifeYield's role in connecting and optimizing various capabilities to create better portfolios and solutions. Key Takeaways [02:34] - Franklin Templeton's asset management strategies and solutions. [06:00] - The acquisition of O'Shaughnessy Asset Management. [07:29] - Investing in Eaglebrook Advisors. [08:49] - Franklin Templeton's innovative investment strategies. [10:57] - Franklin Templeton's technology integration. [14:02] - Franklin Templeton's collaborative solutions across financial networks. [22:06] - Optimizing investment strategies to improve client outcomes. [27:54] - Franklin Templeton's custom wealth solutions. [33:49] - How LifeYield helps partners generate tax alpha. [36:07] - Roger and Mark's key takeaways. Quotes [03:18] - "While our core belief in business is always around the manufacturing of great investment solutions and products, if you really want to remain relevant in the industry going forward, you need to do more than that. You always need to have core products, great investment performance, and a broad swath of solutions." ~ Roger Paradiso [08:49] - "Franklin Templeton has assembled all the right pieces to create customized strategies and advice for financial advisors." ~ Mark Hoffman [36:07] - "Our business is evolving fast. Technology is becoming more powerful, and clients demand a much higher level of relationship and solution." ~ Roger Paradiso [36:34] - "We see the retirement market evolving at a hastened pace. This retirement advice, the wheel of wealth, and the client's choices to customize their solution to get a better outcome is the key for any firm in the wealth management space to be aware of." ~ Mark Hoffman Links Roger Paradiso on LinkedIn Mark Hoffman on LinkedIn Franklin Templeton O'Shaughnessy Asset Management Eaglebrook Advisors Paul Samuelson Goals Optimization Engine (GOE®) | Franklin Templeton Portfolio Analytics Tool | Franklin Templeton Franklin Templeton Investment Solutions Franklin Templeton Academy Morningstar EY Vanguard Connect with our hosts LifeYield Jack Sharry on LinkedIn Jack Sharry on Twitter Subscribe and stay in touch Apple Podcasts Spotify LinkedIn Twitter Facebook
Advisor360° believes that the future of financial planning is creating an exceptional client experience. This means investing in strategies that directly involve clients in the planning process. By co-planning and leveraging the right technology, advisors can unlock a new level of client satisfaction and loyalty, ultimately leading to happier, more engaged individuals willing to invest in their financial well-being. In this episode, Jack talks with Darren Tedesco, President of Advisor360°. Darren began his career at Commonwealth Financial Network, where he played a key role in building their technology platform. In 2019, he helped spin off Advisor360° as a separate company focused on providing innovative technology solutions to wealth management firms. Darren has been part of the software development since its inception, bringing together the thinkers, creators, and visionaries who help power clients' productivity, profitability, and growth. Darren talks with Jack about the evolution of Advisor360° and discusses the importance of data, co-planning, and the role of AI in the future of wealth management. Key Takeaways [01:24] - Darren's journey into wealth management. [05:27] - The birth of Advisor360°. [09:27] - Advisor360°'s current initiatives. [13:38] - Revolutionizing data management and tech automation. [17:05] - The future of financial advice. [22:56] - Darren's three key takeaways. [24:31] - Darren's passions outside of work. Quotes [11:05] - "If you can create an amazing client experience, they're going to be happy. A happy client means a happy advisor." ~ Darren Tedesco [16:33] - "Data is essential. And if you've got faulty data, your software is built on a house of cards. You have to have good, clean data to drive the future of where the whole industry is going." ~ Darren Tedesco [23:22] - "Scaling the planning process is going to be mission-critical in the next six to seven years. The firms that can figure out how to do that in the best way are going to likely win the hearts and minds of the advisors and, ultimately, the clients." ~ Darren Tedesco Links Darren Tedesco on LinkedIn Advisor360° Commonwealth Financial Network John Vaccaro MassMutual Fidelity Investments Pershing Charles Schwab Snowflake Connect with our hosts LifeYield Jack Sharry on LinkedIn Jack Sharry on Twitter Subscribe and stay in touch Apple Podcasts Spotify LinkedIn Twitter Facebook
In today's world, traditional marketing tactics are often ineffective in capturing clients' attention. Organic growth in financial services lies at the intersection of content, delivery, and personalization. By using AI to generate personalized content, advisors can create meaningful connections and engage clients more effectively. AI-powered marketing is promising, as it has the potential to deliver unique and tailored content that resonates with individual clients at scale. In this episode, Jack talks with Robert Sofia, Founder and CEO of Snappy Kraken. Robert has served thousands of companies across the spectrum of financial services, including RIAs, family offices, broker/dealers, TAMPs, IMOs, custodians, insurance, and investment companies. With a background in marketing, Robert is passionate about helping advisors forge meaningful connections with their clients and prospects. He is dedicated to leveraging technology, including AI, to create engaging and personalized content. Robert talks with Jack about how Snappy Kraken helps financial advisors drive organic growth through content, automation, and AI. He shares insights from their recent marketing study, highlighting the importance of SEO, text messaging, and video content in driving engagement and conversions. Robert also emphasizes the evolving role of advisors in providing holistic financial advice and using generative AI to personalize content. Key Takeaways [01:06] - Snappy Kraken's role in the financial services industry. [02:31] - Empowering financial decisions through content and automation. [04:34] - Insights from Robert's recent marketing study. [10:28] - The highest-converting lead magnet. [13:29] - Empowering advisors to step out of their comfort zones. [15:04] - How Snappy Kraken works with large enterprises. [17:48] - How Robert uses generative AI for marketing. [22:39] - The future of financial advice. [26:15] - Strategies for driving organic growth. [27:39] - Robert's interests outside of work. Quotes [11:01] - “The number one highest-converting lead magnet was tax-related. So, the top-performing campaign, bar none by a huge margin, was hidden tax opportunities for high-net-worth investors. And that campaign outperformed all others.” ~ Robert Sofia [21:18] - “The future of AI in our business, as far as marketing is concerned, is at the intersection of content, content delivery, and personalization with generative AI.” ~ Robert Sofia [27:12] - “If you're already out there marketing and already have a website, why not make it perform twice as well with an SEO strategy? If you already have opt-in on your website, why not make them convert 400% better using text messages? If you're already sending out communications, why not record them as videos instead of text and get 120% better engagement?” ~ Robert Sofia Links Robert Sofia on LinkedIn Robert Sofia on Twitter Snappy Kraken Tiburon Strategic Advisors LPL Financial Nitrogen Wealth Fidelity Investments Connect with our hosts LifeYield Jack Sharry on LinkedIn Jack Sharry on Twitter Subscribe and stay in touch Apple Podcasts Spotify LinkedIn Twitter Facebook
This year's Voice of the American Workplace Survey sheds light on the challenges employers and employees face in today's American workplace. The report underscores the challenges employers face, employee concerns and workplace expectations, and the gap between employer resources and employee needs. By understanding these gaps, the industry can develop innovative solutions that redefine retirement and deliver stronger financial outcomes for US workers. In this episode, Jack talks with Jacquelyn Reardon, Head of US Marketing at Franklin Templeton, about the results of the survey, some key takeaways, and its implications for the future. Key Takeaways [01:17] - What the Voice of the American Workplace Survey is all about. [02:08] - Key takeaways from this year's survey. [18:24] - The need for hyper-personalized employee benefits and engagement. [19:47] - How employers can address issues and concerns in the workplace. [22:38] - Enhancing employee benefits and personalized financial advice. [24:17] - Jacquelyn's interests outside of work. Quotes [02:42] - "Employees are significantly under stress when it comes to their financial health, and they're specifically looking to their employer to help them address those issues and concerns." ~ Jacque Reardon [09:34] - "Financial independence is the north star people are working towards versus traditional retirement. People are feeling less and less likely to be able to meet these key milestones because of the financial stress that they're feeling today due to a whole slew of factors." ~ Jacquelyn Reardon [18:24] - "The number one benefit that people are requesting is personalized benefits. The appetite's there, and the expectation is there from a societal standpoint. So people are absolutely expecting that." ~ Jacquelyn Reardon [23:00] - "We have to come together and figure out how to plug in the best way and do it in a way that will be super user-friendly both for the employer and the employee. We can build this phenomenal tool and resource, but if it's not something that the employer can easily put into their ecosystem and that the employee can easily use and see the benefit of, then there is no point in building these tools." ~ Jacquelyn Reardon Links Jacquelyn Reardon LinkedIn Voice of the American Workplace Survey | Franklin Templeton Franklin Templeton Morgan Stanley Edmund Murphy Empower Aaron Schumm Vestwell Brian McDonald Connect with our hosts LifeYield Jack Sharry on LinkedIn Jack Sharry on Twitter Subscribe and stay in touch Apple Podcasts Spotify LinkedIn Twitter Facebook
The age of the new wealth portfolio ushers in an era of customization and optimization. Investors today demand a diversified array of investment options and a better user experience, requiring a powerful connection between technology and investment solutions. This integration empowers advisors to leverage tax optimization strategies, explore new product structures, and become true partners in achieving their clients' financial goals. In this episode, Jack talks with Erich Holland, Executive Managing Director and Head of Sales & Experience at SEI. In his role, Erich leads the go-to-market strategy for sales and distribution for SEI's advisor business, executing the independent advisor experience and leading efforts for continued growth and new market expansion. His team helps advisors more intelligently deploy their capital to run more efficient advice businesses and serve their clients more effectively. Since joining SEI in 2010, Erich has gained broad experience across most areas of the firm's advisor business—new business development, relationship management, practice management, and advisor business planning. Erich talks with Jack about SEI's history as a pioneer in the wealth management industry and its recent tech-enabled initiatives. He highlights SEI's investment management offerings, including its SMA and UMA platforms, tax optimization, and integrated custodial and technology solutions. Erich also emphasizes the need for advisors to specialize, leverage partnerships, and seek progress to succeed in the evolving wealth management industry. Key Takeaways [02:04] - Erich's role at SEI. [05:47] - How SEI began. [10:41] - The growth of SEI's Investor Manager Services business. [13:02] - SEI's new CEO. [16:26] - How SEI participated in the Schwab Impact Conference in Philadelphia. [19:36] - The future of wealth management technology. [24:02] - Challenges and opportunities in the growing financial services sector. [28:36] - Erich's three key takeaways. [30:14] - Erich's interests outside of work. Quotes [20:33] - "If advisors aren't pushing themselves to learn more about new product types, whether that's passive or active ETFs, the individual security structure, the benefits of tax optimization, and then household overlay, then they're leaving the potential for value on the table in a big way for clients." ~ Erich Holland [21:22] - "Investments are a matter of opinion. Taxes are a matter of fact. SMAs, UMAs, and tax optimization are ways to bring those facts to life." ~ Erich Holland [28:50] - "The most successful advisors I've ever met have emotional intelligence, a connection to individuals and families, human elements, confidence, courage, and conviction in their planning." ~ Erich Holland Links Erich Holland on LinkedIn SEI Morningstar Ryan Hicke Charles Schwab Schwab IMPACT Jeff Benfield Michael Kitces Connect with our hosts LifeYield Jack Sharry on LinkedIn Jack Sharry on Twitter Subscribe and stay in touch Apple Podcasts Spotify LinkedIn Twitter Facebook
Innovation in wealth management is more than just creating the next big tech tool. It's also about mindset shift and redefining processes to unlock groundbreaking possibilities. Embracing a mindset-centric approach to innovation and technology as an amplifier empowers human advisors to deliver an even more personalized and impactful experience for their clients. In this episode, Jack talks with Matt Reiner, Managing Partner & Senior Investment Advisor at Capital Investment Advisors. Matt has a passion for innovation and technology in the wealth management industry. He has developed a program called The Circle, a community of growth-oriented wealth management professionals looking for ways to grow, create scalability, and consistently deliver value to clients. At Capital Investment Advisors, Matt provides people with an investment plan that helps them attain their goals before and during retirement. Matt talks with Jack about his journey in wealth management and how he discovered his passion for innovation and technology. He discusses the importance of an innovative mindset and how it can drive organizational change. Matt also emphasizes the value of human financial advisors and how technology can empower them to serve more clients more deeply. Key Takeaways [01:33] - Matt's role at Capital Investment Advisors and The Circle. [06:07] - The kind of innovation Matt focuses on. [10:21] - How Capital Investment improves its processes through its innovation lab. [14:38] - Exploring the potential of generative AI. [17:27] - How Matt develops Capital Investment's business model. [19:22] - Future trends in wealth management. [21:58] - Matt's key takeaways. [23:05] - Matt's interest outside of work. Quotes [04:45] - "My mission is to help every family across this country have access to a human financial advisor because I think the human-advisor relationship is pivotal and game-changing." ~ Matt Reiner [07:21] - "Our goal within innovation is not just to build technology. It's to change mindsets, to change processes, and then also technology." ~ Matt Reiner [22:04] - "The human advisor is the most valuable person in a financial relationship. Independent of what technology innovations happen, the human advisors never go away." ~ Matt Reiner Links Matt Reiner on LinkedIn Matt Reiner on Twitter Capital Investment Advisors The Circle Connect with our hosts LifeYield Jack Sharry on LinkedIn Jack Sharry on Twitter Subscribe and stay in touch Apple Podcasts Spotify LinkedIn Twitter Facebook
WealthTech on Deck has become a go-to podcast for industry professionals seeking insights and perspectives on the future of financial advice. In the first 150 episodes, the podcast has featured a wide range of guests from across the wealth management industry, and provided listeners with valuable insight into the changing landscape of financial services. In this episode, Jack Sharry, EVP and Chief Growth Officer at LifeYield, reflects on the first 150 episodes of the show. He highlights five important themes shaping the future of financial services: the rise of the Unified Managed Household (UMH), tax optimization, retirement planning, organic growth, and the impact of AI in wealth technology. Jack also shares lessons learned from the show's guests, who are a fascinating collection of strategists, disruptors, thinkers, doers, innovators, and business leaders who chart the future of their companies and the industry. Key Takeaways [02:26] - The most intriguing themes in financial services today. [03:59] - Why Unified Managed Household [UMH] is the top trend in financial services. [07:31] - The shift to multi-account tech smart management. [08:39] - A list of past and upcoming guests on WealthTech on Deck. [12:07] - Why tax is one of the most important aspects of portfolio management. [15:51] - How large wealth management firms reshape retirement planning. [18:52] - Modernizing annuities. [21:19] - The role of organic growth in an advisory firm's success. [25:10] - The impact of AI on financial services. [30:34] - Jack's passions outside of work. Quotes [04:23] - "The UMH (Unified Managed Household) is what investors want and need. The UMH premise is simple, but the execution is hard." ~ Jack Sharry [12:45] - "Clients have given up on beating the market. They learned the hard way that buying high and selling low doesn't work. Now, it's about how much they keep. They're concerned about protecting what they've built." ~ Jack Sharry [14:26] - "Taxes are the single biggest cost investors incur, and they're complicated. The biggest impact of improving outcomes comes from minimizing taxes. The more accounts you manage tax efficiently, the better the client's results—that's tax alpha." ~ Jack Sharry [29:27] - "AI leads to an easy button for financial advisors. It will optimize their clients' portfolios to address risk, minimize their taxes, and optimize their retirement income, combined with social security. It will coordinate with their workplace retirement accounts and all their other accounts and holdings." ~ Jack Sharry Links Jack Sharry on LinkedIn Len Reinhart Jim Seuffert Rose Palazzo Charles Smith Eric Lordi Roger Paradiso Matthew Belnap LPL Financial Envestnet Edmund Murphy Empower Aaron Schumm Vestwell Brian McDonald Morgan Stanley Jed Finn Morgan Stanley Wealth Management Reed Colley Summit Wealth Michael Liersch Wells Fargo Laura Varas Hearts & Wallets J.P. Morgan Playbook David Hegarty Larry Fink BlackRock Vanguard Franklin Templeton Voice of the American Workplace Survey Jasmin Jirele Allianz Life Corey Walther Chad Virgin Thomas Buckingham Nassau Financial Group Tim Seifert Lincoln Financial David Lau DPL Financial Partners Paula Nelson Global Atlantic Financial Group David Blanchett PGIM DC Solutions Chip Roame Tiburon Strategic Advisors Tiburon CEO Summits FA Mag Fidelity Investments Charles Schwab Edward Jones Merrill Lynch EY Nalika Nanayakara Jud Mackrill Milemarker Mammoth Technology Jonathan Michael Wealth Advisors Dr. Vinay Nair TIFIN Amy Young Microsoft Eric Arnold Hail Education Mad River Reflection by Jack Sharry Connect with our hosts LifeYield Jack Sharry on LinkedIn Jack Sharry on Twitter Subscribe and stay in touch Apple Podcasts Spotify LinkedIn Twitter Facebook
The future of wealth management technology is centered around personalization, client-centricity, and the integration of emerging technologies. Recognizing this revolution, Franklin Templeton is at the forefront of disruption, actively transforming the delivery of financial services and developing market-leading technology solutions. They are dedicated to building trusted partnerships by harnessing technology to deliver tailored investment strategies that align with individual goals. In this episode, Jack talks with Sandy Kaul, SVP at Franklin Templeton. Sandy is also part of the Franklin Templeton Institute, delivering actionable intelligence and insights on the future of the investment and wealth management industry. She has differentiated her career by building a macro-level understanding of how the financial services industry evolves and how this evolution affects investor allocations, specific trading strategies, products, operational practices, and supporting technologies. As a thought leader in investment and wealth management, Sandy talks about the future of wealth management technology and the role of Franklin Templeton in shaping the industry. She discusses the evolving role of wealth advisors and the shift toward a more client-centric approach. Sandy also explores the future of retirement planning, the changing work patterns of younger generations, and the integration of new technologies like AI and blockchain in the wealth management industry. Key Takeaways [01:41] - Sandy's role at Franklin Templeton. [04:10] - The early years of Sandy's career. [07:48] - Franklin Templeton's approach to digital and human advice. [09:43] - Franklin Templeton's development of portfolio customization. [12:20] - Future trends and advancements in the retirement industry. [18:55] - Token wrappers, smart contracts, and personal data monetization. [22:23] - AI's role in the future of asset and wealth management. [25:57] - Sandy's key takeaways. [27:57] - Sandy's interests outside of work. Quotes [08:25] - "We've been slowly moving away from the idea of advisors being the investment expert to being more of a fiduciary, really helping the client think about their overall financial life, their overall set of goals and responsibilities, and thinking about a financial plan that's going to help them get there." ~ Sandy Kaul [09:49] - "Wealth advisory firms have been moving away from the investment side and moving toward the client-centric understanding and profiling side. They are focusing a lot on behavioral profiling." ~ Sandy Kaul [17:39] - "It's not enough to just be a product manufacturer anymore. It's really about being a service partner. And we act as a service partner by providing technology." ~ Sandy Kaul Links Sandy Kaul on LinkedIn Franklin Templeton Franklin Templeton Institute Jenny Johnson IBM Stash Acorns Robinhood Public Goals Optimization Engine (GOE®) | Franklin Templeton AdvisorEngine | Franklin Templeton Roger Paradiso O'Shaughnessy Asset Management Canvas TIFIN Vinay Nair Portfolio Analytics Tool | Franklin Templeton Morgan Stanley Amy Young Connect with our hosts LifeYield Jack Sharry on LinkedIn Jack Sharry on Twitter Subscribe and stay in touch Apple Podcasts Spotify LinkedIn Twitter Facebook
WealthTech in the Weeds is a new series covering the broad yet critical path to financial services. The goal is to get together with industry experts and get into the details of building an effective, productive, coordinated, and comprehensive advice system. Jack is joined by Charles Smith, a partner in EY's Wealth and Asset Management Consulting, and Mark Hoffman, CEO and Co-Founder of LifeYield. Charles has extensive experience in strategy, product management, client experience, business process redesign, and senior client management. He incorporates the latest product, digital, and tech solutions to drive growth, productivity, and profitability. Mark and his team at Lifeyield have helped build comprehensive platforms for firms in the industry. They specialize in coordinating data, financial planning proposals, portfolio management, rebalancing, transitions, income generation, and more. Charles and Mark discuss the challenges and benefits of building comprehensive advice platforms. They explore the importance of coordinating data, financial planning, portfolio management, and tax optimization to improve financial outcomes for clients. The conversation highlights the need for firms to provide holistic advice considering all aspects of a client's financial situation. Charles and Mark also discuss the operational challenges of implementing comprehensive platforms and the role of technology in streamlining processes. Key Takeaways [02:50] - The growing demand for advice among millennials. [05:13] - Building the advice system of tomorrow. [08:06] - Coordinating various elements and tools in the industry. [13:14] - Optimizing tax returns. [14:38] - The challenges and opportunities of operationalizing asset location. [17:02] - Operational challenges and benefits of asset location strategies. [19:41] - Designing an end state and overcoming legacy platform issues. [22:01] - How to create a plan that achieves a desired outcome. [24:55] - The dynamics of working across different departments in a firm. [27:41] - Improving income through systematic withdrawals. [32:40] - Charles' key takeaways. [34:07] - Mark's key takeaways. Quotes [06:50] - "Unfortunately, most of those tools in the industry now, financial planning and investment proposal, don't have tax awareness. And when you're operating and trying to put all the different pieces together, that can cost the client between 30 and 100 basis points after tax return." ~ Mark Hoffman [09:51] - "There's often a big gap between what a client thinks they're getting when they get advice from their advisor and what they're actually getting operationally. In the case of financial planning systems, ultimately, they're not connected to trading systems or the managed programs necessary to implement their advice." ~ Mark Hoffman [12:40] - "Taxes aren't just a transactional aspect of managing investment. It's about location as well. So, having the ability to set the accounts up, bring them all together, and align the assets properly to both tax-deferred and tax-free accounts is critical." ~ Charles Smith [31:05] - "Tax is an important part of wealth, and a lot of advisors don't know enough about it." -Charles Smith Links Charles Smith on LinkedIn EY Mark Hoffman on LinkedIn Modern Wealth Vanguard Morningstar EY Tax Desk Connect with our hosts LifeYield Jack Sharry on LinkedIn Jack Sharry on Twitter Subscribe and stay in touch Apple Podcasts Spotify LinkedIn Twitter Facebook
The future of wealth management technology is intertwined with the power of generative AI. Microsoft's strategic partnerships with industry leaders and the development of Microsoft Teams as a platform for collaboration and data aggregation demonstrate the practical applications of this technology. With generative AI, firms can unlock valuable insights, streamline processes, and deliver personalized advice beyond managing investment portfolios. In this episode, Jack talks with Amy Young, Director of Strategic Partnerships at Microsoft's Financial Services business. Amy uses her capital markets, wealth management, and consulting background to ignite and structure innovative strategic partnership opportunities with Microsoft's largest financial services customers worldwide. These partnerships focus on using generative AI to monetize data and enhance experiences. Amy talks with Jack about generative AI and its impact on wealth management technology. She highlights the importance of product partnerships, co-innovation, and joint go-to-market strategies in building true partnerships. Amy also explores the potential of Microsoft Teams as a platform for aggregating data and streamlining communication between advisors and clients. Key Takeaways [01:00] - Amy's role at Microsoft. [02:22] - Developing strategic partnerships with Microsoft. [03:23] - How Amy got into wealth and asset management. [06:17] - Microsoft's work with generative AI in the financial services industry. [08:59] - The impact of generative AI on investment research and alpha generation. [10:53] - Microsoft Teams as a distribution channel for financial services. [14:23] - Collaboration, communication, and automation with Microsoft Teams. [20:33] - Amy's three key takeaways. [24:38] - Amy's interests outside of work. Quotes [19:22] - "Microsoft prides itself on not competing in many of the spaces that other players do. They have done a masterful job of not competing with their key customers, and that strategy has made many large enterprises beat a path to our door." ~ Amy Young [21:22] - "The insights from data are going to unlock a whole new realm of financial advice. When we understand more about people's lives and what matters to them, we can help to make better trade-offs." ~ Amy Young [21:53] - "Having all this data, unquestionably, is going to remove a ton of friction from the entire advice process, making things way more efficient, whether that's onboarding, client review, or compliance." ~ Amy Young Links Amy Young on LinkedIn Microsoft Moody's Moody's Research Assistant Aladdin by Black Rock Zillow Connect with our hosts LifeYield Jack Sharry on LinkedIn Jack Sharry on Twitter Subscribe and stay in touch Apple Podcasts Spotify LinkedIn Twitter Facebook
Artificial intelligence (AI) has become a buzzword in the financial industry, with many claiming it will revolutionize wealth management. However, there is often a need for more clarity about what AI can do and how it can benefit financial advisors. How can advisors use AI to attract quality leads, streamline marketing workflows, and provide personalized advice to clients? In this episode, Jack talks with Jonathan Michael, Founder & CEO of Wealth I/O. With a marketing and sales background, Jonathan deeply understands how AI can be leveraged to enhance marketing strategies and drive business growth. He works closely with advisors to help them generate quality leads, streamline their marketing workflows, and provide personalized content to clients. Jonathan talks with Jack about AI in wealth management marketing. He discusses how AI can augment advisors' capabilities, allowing them to function as super advisors. Jonathan also delves into how AI helps advisors generate quality leads, streamline workflows, automate compliance, create hyper-personalized content, and scale their business. Key Takeaways [01:33] - The best way to describe AI. [03:28] - What Wealth I/O is all about. [04:12] - Lead magnets: what they are and how they work. [05:49] - How Jonathan got into wealth management marketing. [12:28] - The process of converting leads into clients with Fin-Path. [16:35] - Jonathan's career path after moving to the US. [19:15] - How Jonathan helps advisors get the right clients. [22:44] - How Wealth I/O makes advisors super effective. [26:52] - Jonathan's thoughts on the future of AI in marketing. [29:19] - Jonathan's key takeaways. [32:06] - Jonathan's interests outside of work. Quotes [01:53] - "AI is a set of tools that can augment your capabilities for certain tasks. With the current state of AI, we can expect advisors to start functioning like super advisors, like having a bunch of superpowers to augment their capabilities." ~ Jonathan Michael [08:09] - "When clients jump on their first call, it's important to understand how the advisor can add value to their lives. It removes the advisor from the selling process and catapults them into the advice process." ~ Jonathan Michael [24:05] - "We want to make the process of converting advisors into sophisticated thought leaders more and more feasible because that's what they should be doing. They should be able to save time writing rich content, post consistently, and then spend most of their time understanding needs, wants, and desires." ~ Jonathan Michael Links Jonathan Michael on LinkedIn Jonathan Michael on Twitter Wealth I/O Fin-Path: AI-Powered Advice Engagement Software Chip Roame Reese Harper Elements Connect with our hosts LifeYield Jack Sharry on LinkedIn Jack Sharry on Twitter Subscribe and stay in touch Apple Podcasts Spotify LinkedIn Twitter Facebook
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